Abstract

With the development of economic globalization and the prosperity of international business, international business negotiations are increasing dramatically. Since international business negotiation plays an important role in international trade, the success or failure of the international business negotiation will directly relate to the benefit of enterprise. However, conflicts over goals and procedures of negotiation are often intensified by cultural differences. This thesis is designed to analyze the cultural dimensions that are reported to play very significant roles in Sino-US business negotiation. Dutch professor Geert Hofstede’s theory of cultural dimensions, including power distance, individualism versus collectivism, uncertainty avoidance, masculinity versus femininity, and long-term orientation, is the basic theoretical framework and research model of this dissertation. The thesis aims at making the business negotiators be aware of the influences of cultural differences in Sino-US business negotiations to reduce the negative influences caused by the cultural differences to the Sino-US business negotiations, which can also increase the possibility to successful negotiations. 

Key Words: Cultural Dimension; business negotiation; cultural difference; influence

Contents

Abstract

摘要

1 Introduction.1

2 Geert Hofsdete’s Cultural Dimensions.2

3 Culture and Negotiation.5

 3.1 Conception of Negotiation.5

 3.2 Cross-cultural Negotiation.6

 3.3 The Relation Between Culture and Negotiation6

4 Cultural Differences in Business Negotiation Between Chinese and   

  American Participants8

 4.1 Different Values.8

 4.2 Different Customs9

 4.3 Different Thinking Processes.9

 4.4 Different Concepts of Time.9

5 Cultural Influences on Negotiation.10

 5.1 Cultural Influence on Values10

 5.2 Cultural Influence on Thinking Processes11

 5.3 Cultural Influence on Concepts of Time11

6 Communicative Strategies in Chinese and American Negotiations.   .11

 6.1 countermeasures for cultural Differences12

  6.1.1 Correct Use of Greetings.12

  6.1.2 Communication before Negotiation12

  6.1.3 Proposal and Persuasion13

  6.1.4 Agreements Reaching13

 6.2 Preparation before Negotiation13

  6.2.1 Correct Use of Etiquette14

  6.2.2 Listening Skills14

7 Conclusion.15

  Reference.17