Abstract

With the improvement of Sino-US trade relation, business contacts between China and the United States have become more frequently. Therefore, the function of cultural differences cannot be ignored in this process. This thesis is based on the studies of business negotiation skills. It analyzes cultural differences embodied in Sino-US business negotiation with the purpose of improving business negotiation efficiency between the two parties. This paper begins with the definition of business negotiation, analyzes cultural factors that influence Sino-US business negotiation from three perspectives of the negotiating styles, etiquette and taboos of Chinese and American negotiators. And then it explores strategies should be taken to improve the efficiency of Sino-US business negotiation and how to deal with deadlock in the negotiation. Appropriately deal with cultural differences in Sino-US business negotiation can bring a win-win result. 

Keywords: culture difference; Sino-US business; negotiation strategies

Contents

Abstract

摘要

1. Introduction-1

2. Literature Review-1

2.1 The definition of business negotiation-2

2.2 Characteristics of business negotiation-2

2.3 Overview of Sino-US cultural differences-3

3. The Influence of Cultural Differences on Sino-US Business Negotiation-5

3.1 Cultural differences influence Sino-US business negotiation in different ways-5

3.2 Negotiating style, etiquette and taboo of American businessmen-6

3.3 Negotiating style, etiquette and taboo of Chinese businessmen-7

3.4 Risks of business negotiation result from cultural differences-8

4. Strategies to Sino-US Business Negotiation-9

4.1 Language skills-10

4.2 Nonverbal communication skills-11

4.3 How to deal with negotiation deadlock-13

5. Conclusion-14

Works Cited-16