Abstract: The exchanges of economy between China and America are very frequent nowadays, so there appear a huge number of Sino-US business negotiations.  Owing to the diverse cultures of the two countries, misunderstandings and mistakes during negotiations are unavoidable. This thesis discusses the great differences in values, languages, customs and other cultural elements which may greatly influence business negotiations between China and America; in the end, some suggestions are given to help people solve problems arising from cultural blindness and so to perform better in business negotiations.

Keyword: Sino-American business negotiations, cultural differences, influences 

CONTENTS

Abstract

中文摘要

1. Introduction 1

  1.1 Negotiation and Culture1

  1.2 Different Cultures in Sino-American business Negotiations2 

2. Studies of Differences in Sino-American Business Negotiations.2

2.1The Difference about Languages and Non-Language Behaviors2

2.1.1 Languages2

2.1.2 Non-Language Behaviors3

2.2 The Difference about Values3

2.2.1 The Aim of Negotiation.3

2.2.2 The Idea of Time4

2.2.3 Other Values5

3. Some Advises to Overcome Obstacles.6  

3.1 To Increase Culture Consciousness6

3.2 To Overcome Obstruct of Communication6

4. Conclusion7

Bibliography 9 

Acknowledgements10