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

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1、CONTENTSAbstract……………………………………………………………1Introduction………………………………………………………2Chapter1AnalysisofCulturalDifferenceBetweenChinaAndAmerica……………………………………………………………51.1Individualismvs.Collectivism………………………………51.2InductiveThoughtvs.DeductiveThought……………………61.3Low-contextvs.High-context………………………………71.4Vi

2、ewofTime……………………………………………8Chapter2TheImpactofCulturalDifferenceonSino-AmericanBusinessNegotiation……………………………………………112.1ImpactonGoals:ContractorRelationship?…………………112.2ImpactonCommunicationStyle:Directvs.Indirect………122.3ImpactonConflictResolution……………………………132.4ImpactonAgreementBuilding:Bottle

3、-upvs.Top-down……142.5ImpactonRisk-takingPropensity…………………………152.6ImpactonDecision-making:OneLeadervs.Concensus……16Chapter3SuggestionsforEffectiveCross-culturalNegotiation3.1EnhancingCulturalAwareness……………………………173.2PreparingWellbeforeNegotiation…………………………18283.3OvercomingCommunicationObstacles

4、inBusiness…………18Conclusion………………………………………………………20Notes………………………………………………………………22Bibliography……………………………………………………23Acknowledgements………………………………………………24ImpactsofCulturalDifferencesonSino-U.S.BusinessNegotiationsAbstract：WiththerapiddevelopmentofeconomictradebetweenchinaandAmerica,thebusinesscont

5、actsofthetwocountriesbecomemoreandmorefrequent,theimportanceofbusinessnegotiationgetsobviousgradually.However,thehugeculturaldifferencesbetweenthetwocountriesmaygiverisetopotentialculturalconflictsandunnecessarymisunderstandings.SoitisimperativethatnegotiatorsshouldlearntheculturalfactorsinSin

6、o-U.S.businessnegotiation.Thethesisemphasizestheimportanceoftakingculturalsensitivitiesintoconsiderationduringbusinessnegotiationtomakepropernegotiationtactics.Inviewofsuchasituation,thisthesismakesanefforttohighlighttheculturalimpactsonnegotiationandputsforwardseveralsuggestionsinreconcilingc

7、ulturaldifferencesinordertomakethenegotiationdevelopsmoothly.Keywords:culturaldifferences;Sino-U.S.businessnegotiation;impact摘要:28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以及不必要的误解。因此，两国商务谈判者了解中美文