on cultural differences in sino-us business negotiations

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1、毕业论文(设计)OnculturaldifferencesinSino-USbusinessnegotiations1.Introduction-1-2.Literaturereview-2-2.1DefinitionofCultureandculturaldifference-2-2.2Characteristicsofculture-3-2.3Reasonsofcausingculturaldifferences-3-3.ImpactonSino-USbusinessnegotiations-4-

2、3.1IndividualismversusCollectivism-4-3.2Low-powerdistanceversushigh-powerdistance-7-3.3Timeperception-9-3.4Indirectcommunicationversusdirectcommunication-12-4.CaseAnalysisofCulturalDifferencesinSino-USBusinessNegotiation-14-4.1Case1-14-4.2Case2-16-.4.3C

3、asethree-18-5.Conclusion-20-References-21-1.IntroductionChinaandAmericaareimportanteconomicandtradepartnerstoeachother.Atpresent,AmericaisthesecondlargesttradingpartnerofChina,whileChinaistheAmerica’sthethirdlargesttradepartner(Net1).Althoughtherearesof

4、lourishingcommunicationsbetweenChinaandAmerica,therearenoevidencesthatcanshowthateachforeignenterprisehasthesamebrightfutureandgoessmoothlyinChina.Asamatteroffact,storiesaboutsomefirmsendingupconsideringwithdrawingtheiroperationsfromtheChinesemarketcanb

5、eheardfromtimetotime.Thesurprises,disappointmentandfrustrationonthepartofwesternbusinesspeoplearenotstrange.ThosebusinessfailuresbetweenChinaandAmericaforthemostpartareduetotheunsuccessfulnegotiation,thekeydynamicoftheSino-USbusinessrelationship(DePauw,

6、JohnW.,1980,245).Thediscussionontherelationshipbetweenculture-23-毕业论文(设计)andnegotiationcanbefound,anddetailsonhowculturaldifferencesaffectnegotiationbetweenSino-USbusinessnegotiationsarealsoshowninthispaper.Intoday’sglobalenvironment,onlythosenegotiator

7、swhofullyunderstandtheopponents’cultureandculturaleffectsonnegotiationcanbesuccessfulininternationalbusinessnegotiations.2.Literaturereview2.1DefinitionofCultureandculturaldifferenceCulturehasbeendefinedinavarietyofways,andscholarshaveneverbeenabletoagr

8、eeondefiningthisterm.Oneoftheearliestwell-knowndefinitionswasgivenbytheBritishanthropologistEdwardTylorinhisbookPrimitiveCulture:cultureisacomplexwholewhichincludesknowledge,belief,art,morals,law,custom,andothercapabilitiesacquir