International Business Negotiation Course-from The Perspective Of Intercultural Communication

Negotiation is an essential part of international business and it has a crucial impact on the whole transaction. With the development of economic globalization, cross cultural communication has shown its great significance in business world. China has an increasing independence on international trade, which has posed a question—how to teach students majoring in international business and develop their effective cross cultural negotiation skills. This thesis aims to answer the question above.This thesis study international business negotiation course teaching and related subjects from the perspective of cross-cultural communication, in the hope that the research in this field will make contribution to our country. It is an interdisciplinary research, involving social science, education,.psychology, behavioral sciences and it is a combination between humanities and business.Business negotiation course teaching in China is limited by objective conditions. For example, most theoretical researches are not systematic, deep or updated. Some teaching materials in this field are not latest. Besides, the teaching approaches lack recent theoretical guidance, and they are also not practical to complicated international business negotiation. Due the reasons above, this interdisciplinary research is based on many previous research materials and investigation. The author, making full use of her English background and teaching experiences, studies international negotiation from the perspective of cross-cultural communication, finds differences between Chinese and foreign theoretical researches and poses questions which need further study. Differences in culture lead to different outcomes in cross cultural negotiation. On the foundation of this concept, this thesis analyzes a large number of cases, defines concept and categories of western culture, and explains position and category of cross cultural negotiation. An important part of this thesis analyzes the current situation home and abroad and explained theory, educational systems, teaching materials and teaching approaches. It compares American teaching materials of cross cultural negotiation training to Chinese ones and poses questions. Strategies are explored to solve those questions.This thesis has originality:1 it is the interdisciplinary research and combination of cross cultural negotiation and teaching approach; 2 it finds gaps between China and western countries and inspires researchers to face them; 3 it poses a new point of view and emphasizes its importance in international negotiation course teaching.The thesis adopts several research methods and they are qualitative methods, comparative methods, system analysis method and case analysis method.The thesis also has some limitations:1 the scope of the research is limited, because some foreign teaching materials are secondary materials, of which some articles are not latest; 2 this thesis skips one important element of teaching area—teaching staff, which will be analyzed in the future research.In the future work, the author will put theory into practice and try to improve the research.