Abstract:Due to the development of global integration, economic cooperation and exchanges between the countries are growing rapidly. Economic Co-operation and international business activities between people from different cultural backgrounds are becoming more frequent. Thus enhancing cultural understanding, overcoming the cultural conflicts, and strengthening cultural communication and cooperation are particularly important. Studying the differences in Sino-US business communication and negotiation is helpful to identify the source, reduce the contradictions among the negotiations and unnecessary trouble. It’s useful to strengthen cooperation and promote economic and cultural development. 

-The cultural difference between the negotiating parties is a factor which is sufficient to affect the negotiation process. This article uses Hall's high-context and low-context theory, Hofstede's "five dimensions" theory as the theoretical basis and cases in the Sino-U.S. business negotiations as the support to analyze and study the differences in cross-cultural business communication. The author seeks to identify the differences and factors of the Sino-U.S. business negotiations. Finally, the author gives some suggestions on how to make business negotiations more smoothly to the negotiators.

Keywords: business negotiation; cross-cultural; cultural dimensions; case study

Contents

Abstract

中文摘要

Chapter 1 Introduction-1

Chapter 2 Literature Review-3

2.1 Definition of Cross-cultural Communication-3

  2.1.1Definition of Culture-3

  2.1.2Definition of Cross-cultural Communication-3

2.2 Forms of Cross-cultural Communication-3

2.3 Cross-cultural Communication Theories-3

  2.3.1 Hall’s High-context and Low-context Theory-3

  2.3.2 Hofstede’s Cultural Theory-5

  2.3.3 Hofstede’s Five Dimensions-5

2.3.3.1 Power Distance-5

2.3.3.2 Uncertainty Avoidance-5

2.3.3.3 Individualism and Collectivism-6

2.3.3.4 Masculine Orientation and Feminine Tendencies-6

2.3.3.5 Long-term Orientation and Short-term Orientation-6

2.4 Summary-7

Chapter 3 Differences in Sino-American Negotiations-9

3.1 Differences of Negotiation Goal-9

3.2 Differences of Decision-Making-10

3.3 Differences of Negotiation Style-10

Chapter 4 Influences of Culture on Sino-American Negotiation-13

4.1 Collectivism VS Individualism-13

  4.1.1 China’s Collectivism-13

  4.1.2 America’s Individualism-13

4.2 High Power Distance VS Low Power Distance-14

  4.2.1 China’s High Power Distance-14

  4.2.2 America’s Low Power Distance-14

4.3 Comprehensive Thinking VS Linear Thinking-15

  4.3.1 Chinese Comprehensive Thinking-15

  4.3.2 American Linear Thinking-15

Chapter 5 Conclusions-17

References-18

Acknowledgements-19

Appendix 1 Case1: The “Jinbi Minutes”-20

Appendix 2 Case2: “Rattling Bicycles”-21