Abstract:Cross-cultural business negotiations involve different languages and cultures. This paper will analyze the differences between Chinese and American business negotiation interms of language expression, and discuss the cultural differences between Chinese and American business negotiation from the perspective of values, time and thinking patterns, aiming at finding out the fundamental causes of the cultural differences between Chinese and American business negotiation and thus putting forward feasible countermeasures in order to avoid the cultural conflicts so as to achieve smooth negotiations. 

Key words: difference; values; time utilization; thinking patterns; strategies

CONTENTS

摘要

Abstract

1.Introduction 1

2.Literature Review .2

3.Comparison of Business Negotiation Languages Between China and America 3

 3.1 Low Context Language

 3.2 High Context Language

4.Causes for Differences in Business Negotiation Languages Between China and America 4

 4.1 Differences in Values

 4.1.1 Collective Value and Individual Value

 4.1.2 Single Time Utilization and Multiple Time Utilization

4.2 Differences in Thinking Patterns

 4.2.1 Logical Thinking Pattern

 4.2.2 Dialectical Thinking Pattern

5.Strategies to Deal with Cultural Differences in Business Negotiation Language Between China and America.8

5.1 Understanding the Language Characteristics of American Business Negotiation

5.2 Establishing Intercultural Negotiation Consciousness

5.3 Following Basic Principles of Language Arts 

6.Conclusion .10

Bibliography .12

Acknowledgements .13