Cultural Differences in Sino-U.S. Business Negotiation

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1、CulturalDifferencesinSino-U.S.BusinessNegotiation1. IntroductionInrecentyears, withtheeconomicglobalizationandthefrequentbusinesscontacts,thevisionofaglobalvillageisbecomingavirtualcertainty.Technologicaladvancesincommunication,travel,andtransportationhavema

2、debusinessincreasinglyglobal.Asinternationalbusinessrelationsgrow,sodoesthefrequencyofbusinessnegotiationsamongpeoplefromdifferentcountriesandcultures.Negotiationisaprocessofinformationexchangebetweentwosides,itisthekeysegmentforthesurvivingofmultinationalco

3、mpaniesandforeignenterprises.Culturesinfluencethewayofpeoplethinking,communicatingandbehaviorandtheyalsoaffectthewaypeople’snegotiating.Undersatandingculturaldifferencesisbecomingmoreandmoreimportant,otherwisetheycouldcauseunnecessarymisunderstanding,evenaff

4、ecttheresultofthebusinessnegations.ChinaandAmericaareimportanteconomicandtradepartnerstoeachother.Atpresent,AmericaisthesecondlargesttradingpartnerofChina,whileChinaistheAmerica’sthethirdlargesttradepartner.Thegreatdiversityofthetwocountries’culturemakesitim

5、possibleforanynegotiator,nomatterhowskilledandexperiencedheis,tounderstandfullyalltheculturesthatmaybeencountered.SoitisverynecessarythatnegotiatorsshouldlearntheculturalfactorsinSino-U.S.businessnegotiation.Agoodknowledgeofthesedifferencesinthetwoculturesma

6、yhelpnegotiatorstobetterunderstandandinterprettheircounterpart'snegotiatingbehaviorandtofindwaystobridgegapscreatedbythesedifferences.                  ThisthesisisaimingtohelpnegociatorsunderstandingtheculturaldifferencesinSino-U.S.negociationandthewaystoav

7、oidthecultureconflictsintheinternationalbusinessnegotiations,soastocontributetomakeasmoothnegociation.       2. UnderstandingnegociationandcultureThischapterisaliteraturereviewofcultureandnegociation.Itconsistsoftwoparts.Withaviewtobetterunderstandingnegocia

8、tion,thefirstpartbriefsthefundamentalknowledgeofnegotiations,includingitsdefinitionanditsbasicelements.    Thesecondpartstudiesthemajorelementsofculture,includingitsconcept,itscharacteristics,an