Abstract: This paper attempts to help the readers understand the influences of cultural barriers on Sino-US business negotiations. It composes of three parts: the manifestation of cultural barriers in Sino-US business negotiations, that is, differences in social values, thinking patterns, and communication styles; influences of cultural barriers on Sino-US business negotiations, namely, influences on decision-making, negotiating style and ways of expression; suggestions on countermeasures for coping with cultural barriers. It points out that culture differences can influence Sino-US business negotiations, so both parties should place importance on and cope with the influence effectively, for the purpose of conducting the Sino-US negotiations smoothly.
Key words: Sino-US business negotiation, cultural barriers, countermeasures
CONTENTS
Abstract
摘要
1. Introduction-1
2. Cultural Barriers in Sino-US Business Negotiations-2
2.1 Differences in Social Values-2
2.2 Differences in Thinking Patterns-3
2.3 Differences in Communication-3
3.Influences of Cultural Barriers on Sino-US Business Negotiations-4
3.1 Influences on Decision-making-4
3.2 Influences on Negotiating Style-5
3.3 Influences on Ways of Expression-6
4.Suggestions on Counter Measures to Cultural Barriers-6
4.1 Suggestions for American Negotiators-7
4.2 Suggestions for Chinese Negotiators-7
4.3 Suggestions for Both Sides-8
4.3.1 Respect and Preparation for Cultural Barriers-8
4.3.2 Techniques to Avoid Cultural Barriers-8
5. Conclusion-9
Bibliography-10
Acknowledgement-11
