The thesis specifically focuses on business negotiations between China and the United States, which analyzes the two countries’ difference in mindset, custom and etiquette that influence the negotiating process thus to put forward corresponding strategies to help negotiators deal with the cultural differences appeared at the negotiating table。 This thesis is aimed to provide help for managers to break through culture boundary, strike a value added deal, resolve disputes and make decisions。论文网

The paper starts from stating the definition of business negotiation, then analyzes cultural differences between China and the United States, afterwards discusses its influences on Sino-US business negotiation and finally presents multiple ways to settle business negotiation clashes result from the two countries’ cultural differences。

2。 Literature Review

In an age of economic globalization, cross-cultural business negotiation is playing an increasingly important role in international business activities。 Bai Yuan illustrates the fact that behind the international business contacts, there are numerous competitions and clashes, thus under such circumstances, resolving disputes and enhancing cooperation have become an unavoidable task for international business negotiation。 Roy J。 Lewicki and David M。 Saunders point out several factors should be taken into consideration while negotiating with people coming from different culture background。 Jeanne M。 Brett shows how cultural differences of negotiating strategies closely combined with the cultural values in interpersonal communication, which not only limited to economic activities。 Sun Ping puts forward strategies to international business negotiation based on cultural differences。 

This paper specifically explores cultural differences between China and the United States that influence their business negotiation, and then strives to present some operational strategies to avoid disputes during negotiating process。 

2。1 The definition of business negotiation

The word “negotiation” comes from the Latin word --negotium。 It literally means that in order to coordinates the position of each party and the relations between them, the negotiating activities people carried out to reach an agreement that acceptable to every party。 The word “negotiation” in English has the meaning of reaching an agreement through discussion, but it includes more information in Chinese, with a double meaning of “discussing”—the consultation between relevant parties as well as “judging”—to introduce a third party or a middleman to judge right or wrong。

Business negotiation is a complicated process of social communication and joint decision making。 To serve their own interests and based on their control over resources and interests, negotiators will reach an agreement with the other party through communication to adjust, exchange, pide and safeguard their economic interests。(Wu and Chalom 2) Negotiation is an art, while business negotiation can best embody its artistic charm。 In the process of international business negotiation, knowledge of multiple disciplines such as trade, science and technology, law, finance, philosophy, literature, speech and so on are frequently involved, flexible use of these knowledge plays a significant role in foreign economic engagement, business efficiency and economic benefits。 (Yang 9)文献综述

2。2 Characteristics of business negotiation

One typical characteristic of business negotiation is that it sets economic interests as its goal。 Different negotiators have different goals in participating a negotiation, as diplomatic negotiations involves national interests, political negotiation cares about the fundamental interests of political parties。 While the goal of business negotiation is absolutely explicit, namely gaining economic interests。 Only under the condition that the economic interests are met, other non-economic interests would be involved。 A business negotiation would lose its value without stressing economic interests。