sino-american business negotiations a cross-cultural perspective

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1、Sino-AmericanBusinessNegotiations:ACross-culturalPerspective Contents Abstract3内容摘要5Acknowledgements6ChapterIHowNegotiationsWork:AnOverview71.1ConceptofNegotiation71.2MajorElementsofNegotiation81.2.1Interests91.2.2Power(BargainingStrength)101.2.3Strategy111.

2、3TheCross-culturalNegotiationProcess12ChapterIICultureanditsImpactsonNegotiations152.1UnderstandingCulture152.1.1DefinitionofCulture152.1.2CharacteristicsofCulture162.1.3CulturalOrientations192.1.4.DeepStructureofCulture202.2GeneralImpactsofCultureonBusiness

3、Negotiations262.2.1InfluencesExertedbyCulturalDifferences262.2.2ConsequencesCausedbyCulturalDifferences27ChapterIIISino-AmericanNegotiatingStyles:ACross-culturalPerspective303.1NegotiatingGoal313.2EmphasisonProtocol353.3Communication383.4SensitivitytoTime403

4、.5Emotionalism433.6FormofAgreement453.7Decision-making493.8WillingnesstoTakeRisks51ChapterIVConclusionandRecommendationsforChineseNegotiators554.1PotentialProblemsinInterculturalBusinessNegotiations554.1.1Stereotypes564.1.2Ethnocentrism574.1.3Prejudice584.2R

5、ecommendationsforChineseNegotiators584.2.1CultivatingCulturalAwarenessandSensitivity584.2.2Makingsufficientpreparations604.2.3HavingaGoodCommandoftheTargetLanguage604.2.4LayingGreatEmphasisonNon-verbalCommunications61Bibliography:63  Abstract Withtheemergenc

6、eofaglobaleconomyandChina’sWTOentry,ChinahaswitnessedasharpincreaseinforeigninvestmentandnumerousChina-basedfirmsintotheinternationalmarket.SofarasChinesebusinesspersonsareconcerned,atnotimeinhistoryhastherebeensogreataneedforinternationalnegotiatingskills.N

7、evertheless,whatmakesoneagoodnegotiatorinoneculturemaynotworkwellinanother,becausenegotiationrulesandpracticesvarynotablyacrosscultures.Thegreatertheculturaldifferences,thelargerbarrierstocommunication,andthemorelikelydistortionofthenegotiation.Tonegotiatesu

8、ccessfully,culturaldifferencesbetweenthepartiesconcernedmustbeidentifiedandbridged.ThethesisisacomparativestudyofthedifferenttypesofSino-Americanbusinessnegotiatingstyles.Therearemanyfactorscont