On Cultural Differences In Sino-U.S. Business Negotiation

With the rapid development of economic globalization and the prosperityof international business, international business negotiations are on thedramatic increase. However, conflicts over goals and procedures ofnegotiation are often intensified by cultural differences. Therefore, in aninternational business environment, negotiators with an understanding andrespect of cultural differences can have a large advantage at the bargainingtable.American and Chinese business negotiation is chosen as my study model.China, the biggest developing country with centuries of civilization history,has cultivated its own strong complex culture system, which could be atypical Eastern culture. In contrast, America is the biggest developed countryin the world. As a comparatively new developed capitalist country, Americarepresents the typical Western culture. There are striking cultural differencesbetween the two countries as well as cultural conflicts.The thesis presents a comprehensive review of theories on culture,communication and business negotiation. These theories aim at providing asolid theoretical foundation for a further study.Through case analysis and comparative analysis, the research presentsseven kinds of cultural differences including interpersonal relationship, timeconcepts, communication, power distance, face concern, attitudes towardsconflicts and different forms of agreement.Furthermore, this study indicates that negotiating styles are notexclusively unchanging and both Chinese negotiators and Americannegotiators are required to take a flexible strategy to resolve conflicts in theintercultural context. In the concluding part, some possible suggestions areproposed to those who are engaged in or will be involved in Sino-U.S.business negotiation.