A Study Of Communication Failures Between Chinese And Americans In Business Negotiations: From A Cross-cultural Perspective

Communication failures in a cross-cultural context have drawn the researchers' attention since the 1900s. However, culturally based communication failures have special forms with different reasons in business negotiations, which is studied in this thesis. American and Chinese business negotiation is chosen as the study model.For the purpose of studying culturally based reasons of communication failures in business negotiations, the thesis presents a comprehensive review of theories on culture, communication and business negotiation. Unique characters of Chines and American cultures shape different negotiating styles neglecting of which lead to communication failures in negotiations and even destroy the whole negotiation.Case analysis and illustrations prove evidence in natural business negotiation situations. Comparative analysis is also conducted in this study about the differences of Chinese and American negotiating styles. Seven cases and nine citations from interviews have been chosen from books concerning business negotiations and my negotiation experience.By analyzing the cases, the research shows six reasons of communication failures in business negotiations between Chinese and Americans, which include personal relationship, time concepts, attitudes to confrontation, power influence and people or problem orientation in the process of business negotiations.In addition, the research studies possible approaches to resolving communication failures and gives some useful suggestions for both Chinese and American negotiators. AcknowledgmentsFirstly, I wish to express my sincere thanks to all the teachers in the English Department of the School of International Studies who have taught and helped me during my three-year study in this university. I am most grateful to Associate Professor Zhang Cuiping for her sustained guidance through the process of the subject, to the improving of the structure and wording. Without her, the completion of this thesis would not have been possible.I am also obliged to my family who have provided their kind encouragement and assistance in the course of preparing this paper. I also want to express my appreciation to my friends who offered their sustained help in collecting cases and offering reference books. In addition, I have benefited enormously from many eliciting discussions with my ex-colleagues concerning both the subject and the content.The faults or infelicities in this thesis remain my own.