Abstract: As the world’s two largest economies, China and America have been developing greatly in trade and economy, which leads to the increase of intercultural business negotiations. China and America have their own unique cultures as well as their unique understandings of face theory. Therefore, in the process of business negotiation, negotiators from both sides holding different face theories will focus on different points and take different measures, thus possibly bringing about various misunderstandings. This paper aims to analyze the differences between China and America’s face theories and their impact on intercultural business negotiations. Finally, some suggestions for a more efficient business negotiation are put forward.

Key words: Sino-America; face theory; business negotiation

Contents

Abstract

摘要

1. Introduction-1

2. Literature Review-2

2.1. Previous Studies on Intercultural Business Negotiation-2

2.2. Deficiencies of Previous Studies-3

3. Face Theory-4

3.1 Chinese Face Theory-4

3.2 Western Face Theory-6

3.3 Differences between Chinese and Western Face Theories-9

4. Analysis of Sino-America Business Negotiation from Perspective of Face Theory-10

4.1 Definition and Characteristics of Intercultural Business Negotiation-10

4.2 Analysis of Sino-America Business Negotiation Variables-10

4.3 Analysis of Sino-America Business Negotiation Tactics-13

5. Suggestions-15

5.1 Suggestions for Chinese Negotiators-15

5.2 Suggestions for American Negotiators-15

6. Conclusion-16

References-18