Abstract:Sino-US business negotiation is the key to the success of Sino-US business relationship. With the increasing economic exchanges between the two countries, it is necessary for us to understand the impact of Sino-US negotiation. This paper studies that how the different orientations of individualism and collectivism will affect Sino-US business negotiation. Therefore, this paper firstly explain the basic concepts of values, and point out the characteristics of individualism and collectivism, and then analyzes how the differences between individualism and collectivism affect people's thinking, behavior and other aspects. On this basis, combined with the actual case to demonstrate and gives some constructive suggestions to the negotiators both in China and in America, aiming at reducing the clashes caused by the individualism and collectivism in the negotiation process and achieving the desired effect.

Key words: business negotiation; individualism; collectivism

CONTENTS

Abstract

中文摘要

1. Introduction1

2. Overview of Business Negotiation1

3. Individualism and Collectivism2

3.1 Definition of Individualism and Collectivism

  3.2 Cultural Values and Negotiation

4. An Influence of Individualism and Collectivism on Negotiation4

4.1 An Influence on Negotiating Team Composition

4.2 An Influence on Negotiation Strategies

4.3 An Influence on Contract Signing

5. The Countermeasures of the Difference Values between Individualism and Collectivism in Sino-US Business Negotiations10

5.1 Respect the Difference of Individualism and Collectivism

5.2 Discard Cultural Bias

5.3 Treat Each Other Sincerely

6. Conclusion. 12

Bibliography.14

Acknowledgements.15