Abstract

Economic integration makes international business happen everywhere at all times. To achieve a successful international business negotiation, each party need to change their idea from time to time. As the world's largest developing country and the largest developed country, China and United States, their trades have attracted world's attention increasingly. However, the cultural differences between China and the US on trade and business are so huge, which causes great influence. So the two sides have to enhance sensitivity to cultural differences in business negotiations, they should understand the differences in verbal communication, non-verbal communication and negotiation style,  understand the differences between the two countries in terms of value and negotiating style, and work out appropriate negotiating strategy, so as to lay the foundation for an agreement. By studying the cultural differences and the impact on business negotiations between China and the United State, discuss how to handle the problems of Chinese and American cultural differences properly in the process of negotiation, so that Sino-US trade negotiations can proceed smoothly.

Keywords: cultural difference; business negotiation; influence; preventive strategy

Contents

Abstract

摘要

1. Introduction-1

2. Literature Review-1

2.1 Cultural differences-1

2.1.1 The difference of thinking mode-2

2.1.2 The difference of time view-2

2.1.3 The difference of "face" concept-2

2.1.4 Etiquette difference-3

2.2 Studies on Sino-US differences-4

3. Influences of Sino-US Cultural Differences in the Negotiations-5

3.1 Negotiation process-5

3.2 Negotiation method-6

3.3 Negotiation decision-6

4. Suggestions for Sino-US Business Negotiation-7

4.1 Correct greetings-7

4.2 Communication on work-related information-8

4.3 Making a proposal and a persuasion-8

4.4 Making concessions, reaching agreements-9

5. Conclusion-9

Works Cited-11