Abstract：International business negotiation is the premise and foundation of carrying out international economy and trade in a smooth way. In cross-cultural negotiations, geographical, ethnic, and cultural differences will affect the way of thinking of the negotiators, negotiating style and behavior, and the differences between the two parties in negotiation styles, are mainly caused by different cultural backgrounds, values ​​and ways of thinking. Therefore, keeping familiar with the cultural differences of countries and developing corresponding negotiation strategy will benefit the two parties toward achieving "win-win" result. This paper aims to explore the differences of the Sino-US bilateral negotiation styles from the angle of culture, using the classic cross-cultural communication theory, cultural differences in dimensions, combined with the basic characteristics of the negotiations. Analysis of the differences of Sino-US styles in the performance will be conducted from the language, ways of thinking, values ​​and power distance and countermeasures will be proposed so that negotiators will have a deeper understanding of the two cultures, and avoid negotiating obstacles caused by cultural differences, to promote the development of bilateral trade negotiations.

Key words: Cross-cultural negotiation; cultural differences; negotiating styles; countermeasures

CONTENTS

Abstract

中文摘要

1. Introduction.1

2. Culture.2

2.1 Understanding of Culture

2.2 The Definition of Culture Difference and the Negotiation Style

2.3 The Relationship between Culture Differences and the Negotiating Style

3. The Major Differences of Negotiation Styles and Cross-cultural Analysis3

3.1 The Differences of the Negotiation Language

3.1.1 American Language—Low Context Communication

3.1.2 Chinese Language—High Context Communication

3.2 The Differences of the Negotiation Strategy (Thinking Patterns)

3.2.1 Chinese Strategy—Creative Synthetic Thinking

3.2.1 American Strategy—Linear Thinking

3.3 The Differences of the Negotiation Decision Making (Power Distance)

  3.3.1 Chinese Decision Making—Hierarchy

  3.3.2 American Decision Making—Equality

3.4 The Differences of the Negotiating Objectives 

  3.4.1 Value towards Relationship

  3.4.2 Value towards Time

4. Solutions9

  4.1 Cultivating Cultural Awareness and Sensitivity

  4.2 Improving Target Language

  4.3 Making Sufficient Preparation

  4.4 Developing Legal Awareness

5. Conclusion10

Bibliography.11

Acknowledgements..12