A Contrastive Study Of Verbal Communication Strategies In Sino - American Business Negotiation

With the development of economic globalization and integration, China has fasten its step in international trade cooperation with the whole world, which has achieved the broad dissemination and development of transnational business. Based on the theory of culture values and pragmatics, applying literature research, comparative analysis, and case analysis, this thesis attempts to probe into the crucial role cultural factors and pragmatic strategies in business negotiation between China and US with case analysis. Through analyzing some cases in both win-win negotiation and win-lose negotiation, the author summarizes the importance of reasonable application of verbal communication strategies. Then after making an intercultural comparison, the author summarizes the cultural reasons that lead to different consequences in the negotiation,and finally, puts forward some suggestions in application of verbal communication strategies.