Abstract:In the 21st century, the trend of globalization has also brought about a more frequent business communication between the high-context countries and the low-context countries. It has been the key point that how to reach the effective communication among people from different cultural backgrounds in business negotiation. International business negotiation refers to the behaviors and process of agreement of decision among the parties concerned through information communication and negotiation so as to meet the respective needs. The main body of negotiation belongs to two or more countries and regions on behalf of the profits of different countries and regions. Coming from different cultural backgrounds, the negotiators differ from each other in terms of views on values, ways of thinking, behaviors, patterns of communication, languages and customs which all have a direct bearing on the success of business negotiation. China and the west belong to high-context culture and low-context culture respectively. To avoid the appearance and intensification of conflict, it is imperative to have a deeper understanding of the differences between high-context culture and low-context culture so as to contribute to the success of business negotiation. From the perspective of high-context and low-context coupled with some cases, this essay analyses the differences of Sino-western business negotiations in terms of speech style, views of time as well as personal relations in order to avoid cultural conflicts and achieve successful and effective business negotiations.

Key words: high-context culture; low-context culture; international business negotiation

Contents

中文摘要

Abstract

Chapter 1 Introduction-1

Chapter 2 Background Information of the Analysis-3

2.1 Definition of Business Negotiation-3

2.2 Basic Elements of Business Negotiation-3

2.3 Stages of Business Negotiation-4

2.4 Overview of High-context and Low-contect Culture-5

2.5 Features of HC and LC Communication-5

Chapter 3 Differences of Sino-western Business Negotiations from the Perspective of Context-7

3.1 Speech Style-7

3.2 View of Time-8

3.3 Attitudes Towards Personal Relations-8

3.4 Negotiation Strategy-9

Chapter 4 Suggestions for Effective Negotiations-11

4.1 Being Prepared Well for Negotiations-11

4.2 Cultivating Cultural Awareness of HC and LC-12

Chapter 5 Conclusion-15

References-16

Acknowledgements-17