Impacts of Cultural Differences on Sino-U.S. Business Negotiations 外语专业毕业论文

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1、CONTENTSAbstract……………………………………………………………1Introduction………………………………………………………2Chapter1AnalysisofCulturalDifferenceBetweenChinaAndAmerica……………………………………………………………51.1Individualismvs.Collectivism………………………………51.2InductiveThoughtvs.DeductiveThought……………………61.3Low-contextvs.High-context………………

2、………………71.4ViewofTime……………………………………………8Chapter2TheImpactofCulturalDifferenceonSino-AmericanBusinessNegotiation……………………………………………112.1ImpactonGoals:ContractorRelationship?…………………112.2ImpactonCommunicationStyle:Directvs.Indirect………122.3ImpactonConflictResolution……………………………132.4Impacton

3、AgreementBuilding:Bottle-upvs.Top-down……142.5ImpactonRisk-takingPropensity…………………………152.6ImpactonDecision-making:OneLeadervs.Concensus……16Chapter3SuggestionsforEffectiveCross-culturalNegotiation3.1EnhancingCulturalAwareness……………………………173.2PreparingWellbeforeNegotiation…………………………183

4、.3OvercomingCommunicationObstaclesinBusiness…………18Conclusion………………………………………………………20Notes………………………………………………………………22Bibliography……………………………………………………23Acknowledgements………………………………………………2425ImpactsofCulturalDifferencesonSino-U.S.BusinessNegotiationsAbstract：Withtherapiddevelopmentofeco

5、nomictradebetweenchinaandAmerica,thebusinesscontactsofthetwocountriesbecomemoreandmorefrequent,theimportanceofbusinessnegotiationgetsobviousgradually.However,thehugeculturaldifferencesbetweenthetwocountriesmaygiverisetopotentialculturalconflictsandunnecessarymisunderstandings.Soiti

6、simperativethatnegotiatorsshouldlearntheculturalfactorsinSino-U.S.businessnegotiation.Thethesisemphasizestheimportanceoftakingculturalsensitivitiesintoconsiderationduringbusinessnegotiationtomakepropernegotiationtactics.Inviewofsuchasituation,thisthesismakesanefforttohighlightthecu

7、lturalimpactsonnegotiationandputsforwardseveralsuggestionsinreconcilingculturaldifferencesinordertomakethenegotiationdevelopsmoothly.Keywords:culturaldifferences;Sino-U.S.businessnegotiation;impact摘要:中美两国间经济贸易飞速发展，双方商务交往活动越来越频繁，商务谈判的重要性也日渐显现。然而，由于中美两国之间存在着巨大的文化差异，中美两国谈判者之间很可能出现文化冲突

8、以及不必要的误解。因此，两国商务谈判者了解中美文化的