The Effect Of Culture Factors On The Sino-US Business Negotiation

Business negotiation is not a fresh thing. It appeared from the day of economic exchanging activities started, in this sense, it will never stop unless the day when humans all disappear from the earth, of course it’s impossible. Business negotiation is just a face-to-face contest about the skills and psychological qualities if being saw from the surface, but in fact, it is a culture collision and fusion.China and the United States as the largest developing country and developed country, their economic exchanges are also an important part of the world trade activities. There are negotiation behaviors happen in almost every time. No matter how much knowledge the negotiators own,or how professional showing in the process of negotiation, there will be penetration of subjective thinking which shaped by the social and cultural background behind them, just because it’s human’s behavior. Therefore, the effect of cultural factors on business negotiation can not be ignored.Looking back the scholars’research on the cross-cultural negotiation, and introduce the cultural theories of Pro. Hofstede, Hall, Weiss and so on. On this basis, we selected some representative cases occurred in the Sino-US business negotiation, summed up the characteristics of Chinese and Americans showed in the negotiation process. Then in the following chapter, we do a deep analysis from the two aspects of traditional culture and corporate culture to show the reasons why the differences exist. The traditional culture has shaped the core values of a social and culture system and the corporate culture affects the style of the negotiation team and personal preferences. Business negotiation as a both scientific and artistic skills, how to improve the quality of the negotiators is a question. Chapter5answer this question in this paper:one is to raise the technical level of the negotiators, it means the part of skills, the other is to foster cross-cultural awareness, learn and understand the cultural difference.After the accession to the WTO, with the increasing number of Sino-US economic exchanges, the dynamic external environment changes and development of cross-cultural negotiation make new requirements on negotiators. Based on this point, this thesis want to offer some suggestions to develop cross-cultural negotiators,provide a reference for Chinese enterprise’s win-win negotiation.