Abstract

With the development of global economic integration. China and the international trade and trade between the increasingly frequent, especially with the US business negotiations between the rapid increase in business.Thus, cultural differences, as one of the most important aspects of business English negotiation, have a significant impact on the outcome of business English negotiations.This paper based on the theory of teleology, this study explores the characteristics of cultural differences. This paper discusses the three aspects of verbal, nonverbal and regional concept, and puts forward the personal opinion on how to carry on the business English negotiation better, and puts forward the corresponding coping strategies on how to improve the business English negotiation success probability.The purpose is to remind business English-related workers to study the impact of learning cultural differences on business English negotiations, to avoid problems encountered in the negotiations.In the business English negotiations with foreign investors should use appropriate decent way of expression, so as to better achieve the purpose of business English negotiations.

This will facilitate the two sides to better communicate, to achieve a win-win situation, is conducive to the smooth progress of the negotiations.And ultimately enhance cooperation between domestic and foreign enterprises to promote the development of China's foreign trade.

Keywords: business English negotiation; cultural differences; influence

Contents

Abstract

中文摘要

1 Introduction 1

2 Literature Review 2

3 A Survey of Sino-U.S. Business English Negotiations3

 3.1 Negotiation and culture.3

 3.2 Present situation of Sino-U.S. business English negotiation4

 3.2.1 Frequency 4

 3.2.2 Complexity5

4 The Influence of Cultural Differences on Sino-U.S. Business English Negotiation.6

4.1 Verbal differences 6

 4.2 Nonverbal differences 8

 4.2.1 Gesture.9

 4.2.2 Facial expression.10

 4.2.3 Body language10

 4.3 Conceptual differences .11

 4.3.1 Attitudes toward interpersonal relationship12

 4.3.2 Decision-making patterns13

 4.3.3 Different time concepts.13

5 Conclusion14

References .16