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1、TheSino-AfricaCulturalDifferencesinBusinessNegotiation1.IntroductionWhenthenegotiatorsareawareoftheculture,respecttheculture,thereisanotherimportantthing—toreconciletheculturaldifferences.Oncepeopleareawareoftheirownmentalmodelsandculturalpredispositions，andcanrespectandund
2、erstandthatthoseofanotherculturearelegitimatelydifferent,thenitbecomespossibletoreconciledifferences．Suchastandpointisemphasized:InthebusinessnegotiationbetweenSino-Africa,negotiatorsshouldknowtheirdifferentculturalbackgroundsclearlyandtrytoaccepttheculturaldifferencesaspos
3、sibleastheycan.Besides,negotiatorsshouldaccepttheotherparty’sculture,andtrytomakethemtobeaccepted,andthendiscovertheirrealbenefitsbetweenthem.It’sverycrucialtothesuccessofSino-Africabusinessnegotiation.2.TheSino-Africaculturaldifferencesinbusinessnegoti-ationAsthethesisillu
4、stratestheSino-AfricaculturaldifferencesanddoingbusinesswithAfrican,firstlyit’snecessarytoknowwhatculturaldifferencesareandwhatbusinessnegotiationis.KnowingthedefinitionsofthemcanmakeusbetterunderstandtheinfluenceofculturaldifferencesonSino-Africabusinessnegotiation.Inthefo
5、llowingparts,thethesiswillbewrittenfromtwoparts.Theyarethedefinitionsofcultureandbusinessnegotiation.Andthemoreimportantone:whataretheculturaldifferencesbetweenChinaandAfrica?ThethesisisbelievedthatitisveryhelpfulforthebusinessmentodobusinesswithAfrican.2.1Thedefinitionofcu
6、ltureandbusinessnegotiationCultureisacomplicatedmatterwhichincludebeliefs,knowledge,custom,moralconsciousness,artandsoon.That’salmostincludingeveryaspectinthesociallife.Peoplelearnculturebycommunicatingwithotherpeoplewhosurroundingthem.Everypersonlearnsculturewhentheyarebor
7、n.What’smore,theculturewillexistalongtheirlifetime.Cultureistheuniquecharacterofasocialgroup.Itencompassesthevaluesandnormssharedbymembersofthatgroup.It’stheeconomic,social,political,andreligiousinstitutionsthatdirectandcontrolcurrentgroupmembersandsocializenewmembers.Hofst
8、ededefinescultureas“avaluesystemsharedbyagroupofpeople”(Hofstede,1991:16).Whenitco
