A Tentative Analysis of the Influence of Cultural Differences on Sino-American Business Negotiating Styles 浅谈文化差异对中美商务谈判风格的影响

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1、ATentativeAnalysisoftheInfluenceofCulturalDifferencesonSino-AmericanBusinessNegotiatingStyles浅谈文化差异对中美商务谈判风格的影响Contents原创性及知识产权声明……………………………………………ⅠAbstractinChinese………………………………………………...ⅤAbstractinEnglish…………………………………………………ⅥIntroduction………………………………………………………….11CultureandBusin

2、essNegotiations……………………………41.1DefinitionofCulture………………………………………………41.2DefinitionofBusinessNegotiation………………………………51.3RelationshipsbetweenCultureandBusinessNegotiatingStyles62CulturalDifferencesbetweenChinaandAmerica………82.1DifferentThinkingModesoftheTwoCountries………………82.1.1L

3、inearThinkingofAmerica………………………………………82.1.2SystemicThinkingofChina………………………………………92.2CulturalDimensionsProposedbyGreetHofstede………………92.2.1IndividualismVs.Collectivism…………………………………102.2.2PowerDistance………………………………………………..…11342.3DifferentReligionsoftheTwoCountries…………………..…113

4、ClassificationofSino-AmericanBusinessNegotiatingStyles……………………………………………..……………..……………..143.1ClassificationofSino-AmericanBusinessNegotiatingStylesMadebyMr.Salacuse………………………………………..…143.2ClassificationofSino-AmericanBusinessNegotiatingStylesMadebyMissZhangHongxia…………………………..…

5、…153.3ClassificationofSino-AmericanBusinessNegotiatingStylesMadebyMr.PangYanjie………………………………..…..…163.3.1BusinessNegotiatingStrategy………………………….……….163.3.2BusinessNegotiatingDecision-making…………………..………163.3.3BusinessNegotiatingGoal…………………..…..……..…..……174TheInfluenceofCultural

6、DifferencesonSino-AmericanBusinessNegotiatingStyles………………..….……..……..184.1TheInfluenceofCulturalDifferencesonBusinessNegotiatingStrategy……………………………………………..…..…..….184.1.1DifferentNegotiatingStrategiesbetweenChinaAndAmerica…194.1.2DifferentNegotiatingStrategiesCausedbyDiffere

7、ntThinkingModes……………………………………..………..…..…..…..194.2TheInfluenceofCulturalDifferencesonBusinessNegotiatingDecision-making…………………………..…..….…….……..21344.1.1DifferentNegotiatingDecision-makingbetweenChinaandAmerica…………………………………………………………..………..214.2.2DifferentNegotiatingDecision-m

8、akingCausedbyPowerDistance………………………………………….……………..214.2TheInfluenceofCultur