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1、AbstractInviewofthedevelopmentoftheglobaleconomyandChina’sentryintotheWTO,Sino-U.S.businessnegotiationsoccurinmultiple-levelenvironmentsmorefrequentlythaneverbefore.Conflictsoverscarceresources,goalsandproceduresareoftenintensifiedbyculturaldivergences.Therefore,inaninterna
2、tionalbusinessenvironment,negotiatorswithanunderstandingofculturaldifferences,whocanutilizeconflictresolutionfundamentals,haveadecidedlylargeadvantageatthebargainingtable.Tothisend,thisthesisfocusesontheculturalimpactsofthevaryingmethodsofconflictresolutioncommonlyusedbyAme
3、ricanandChinesenegotiatorsandmakesacomprehensivecomparisonofthedifferentconflictresolutionstylescommonlyfoundinthetwocultures.Thefirstchapterisaconceptualandtheoreticalreviewaboutculturalvaluesandconflict.BasedonBrett’s(2000)culturalvaluedimensionsandThomas-Kilmann’s(1974)C
4、onflictStyleModel,thetheoreticalframeworkandresearchmodelforthisstudyaremanifested.Invirtueofthepreviousgroundwork,Chapter3makesanin-depthculturalanalysisofconflictresolvingstylesadoptedbyAmericanandChinesenegotiatorsfromthreeaspects:individualismvs.collectivism,hierarchyvs
5、.egalitarianism,highcontextvs.lowcontext.MuchemphasishasbeenputonChapter4,whichpresentsaquestionnairesurveydesignedbasedonThomas-Kilmann’sConflictModeInstrument(TKI)andconductedamongAmericanmanagerialemployeesandChineseexecutivesofstate-ownedenterprises(SOEs)totesttwohypoth
6、esesaboutconflictresolvingpreferences.Afteranalyzingcollecteddata,casestudiesarecarriedoutasasupplementtofurtheranalyzeconflictresolutionintheactualSino-USbusinessnegotiations.Bymeansofquantitativeandqualitativestudies,thisthesisrevealsthatAmericannegotiatorsandChinesenegot
7、iatorsdoshowthedistinctconflictresolvingpreferencesinbusinessnegotiations.Furthermore,thisstudyindicatesthatconflictstylesarenotexclusivelyunchangingandbothAmericannegotiatorsandChinesenegotiatorsmaystrategicallyadoptconflictstylesatthenegotiatingtable.Accordingtothisfindin
8、g,theconcludingchapteralsoofferstheconcreteadvicesforChinesenegotiatorsandpointsou
