Abstract: Negotiators from China and Germany have different cultural backgrounds which lead to cultural differences between negotiators from the two countries. These cultural differences, especially in language habits, values, business practice and business negotiation etiquette, make the intercultural communication barriers in business negotiation become increasingly prominent. Only when the negotiators can avoid and overcome the cultural barriers and conflicts in the negotiations, can the two parties promote the smooth conduct of international business negotiations and achieve a win-win goal in business trade. This paper will analyze the intercultural communication barriers in Sino-German business negotiation from the perspective of verbal and nonverbal communications, values, business practice as well as etiquette, and propose corresponding intercultural negotiation strategies.

Key words: Sino-German business negotiation; intercultural communication barriers; verbal and nonverbal communication; values; business etiquette

Contents

Abstract

摘要

1. Introduction-1

2. Literature Review-2

2.1. Definition of Intercultural Communication-2

2.2. Definition of International Business Negotiation-3

3. Manifestations of Intercultural Barriers in Sino-German Business Negotiations-5

3.1. Different Communication Approaches-6

3.1.1. Different Degrees of Context Required in Communication-6

3.1.2. Different Nonverbal Communication Approaches-8

3.2. Different Values-9

3.2.1. Individualism in Germany versus Collectivism in China-9

3.2.2. Polychronic Time Orientation & Monochronic Time Orientation-10

3.3. Different Approaches in Business Practice-11

3.3.1. Decision-making Influenced by Power Distance & Hierarchy-11

3.3.2. Differences in Preference of the Form of Agreement-12

3.4. Different Business Negotiation Etiquette-14

4. Suggestions for Effective Sino-German Business Negotiations-15

4.1. Effective Approaches for Verbal and Nonverbal Language-15

4.2. Seeking Common Points while Reserving Difference in Values-16

4.3. A Keen Consciousness of International Commercial Practice-17

4.4. Appropriate Adaptation to International Negotiation Etiquette-18

5. Conclusion-19

References-21