Abstract:Business negotiation is a dynamic of adjustment for both parties to achieve mutually satisfying agreements in terms of their own economic benefits. In order to get the most benefit, both parties try to negotiate with each other. Therefore, some deadlock is unavoidable inevitably in the course of the business negotiation. Deadlock is not dreary in modern business negotiations. Along with the frequently increasing trade between Britain and our country, business negotiations between the two countries increased accordingly. For the purpose of improving their own ability in international economic competition, scholars from the two countries begin to explore the strategies that can effectively resolve the deadlock in negotiations. Based on the negotiations between Britain and China, from the cross-cultural perspective, this paper aims to analyze the differences on negotiating styles and the deadlocks caused by it, so as to explore the strategies used in resolving the deadlock.

Key words: business negotiation; deadlock; strategies; differences

CONTENTS

Abstract

中文摘要

1. Introduction-1

2. Brief Theories of Cross-cultural Business Negotiation-2

2.1 Definition of Business Deadlock

2.2 Relationship between Culture and Business Negotiation

2.3 Previous Studies on Strategy Study

3. Analyses of Reasons for the Deadlocks in Sino-British Negotiation-4

3.1British Negotiation Style

3.1.1 In Terms of Communication

3.1.2 In Terms of Values

3.1.3 In Terms of Thinking Mode

3.2 Chinese Negotiation Style

3.2.1 In Terms of Communication

3.2.2 In Terms of Values

3.2.3 In Terms of Thinking Mode

4. The Strategy of Solving Sino-British Deadlocks from the Perspective of Cross-culture-6

4.1 Similar Strategies of Solving Sino-British Deadlocks

4.1.1Preparing for the Negotiation in Advance

4.1.2 Mastering the other Country’s Negotiation Styles

4.1.3Respecting Different Cultures

4.2 Different Strategies of Solving Sino-British Deadlocks

4.2.1British Strategies of Solving Deadlocks

4.2.2Chinese Strategies of Solving Deadlocks

5. Conclusion-10

Bibliography-12

Acknowledgements-13