2。1。4 Etiquette difference

The differences of Chinese and American etiquette are mainly embodied in the aspects of language habits, and this aspect will be pided into four small areas。 First, the meaning of the language is different。 For people who engage in business activities, the real meaning of English words should be mastered and used correctly。 In order to avoid the laughing stock of external business activities or even causing misunderstandings and unhappiness。 For example, Chinese believe that the dragon is a great and auspicious incarnation。 Americans, however, believe that the dragon is a symbol of evil and cruelty。 Second, the frequency of the use of respect and humility is different。 Chinese commonly used Jingqian language, while Americans rarely use it。 If a Chinese man is praised, he often say "you flatter me" or some other Jingqian language。 But Americans will often say "thank you" to show his accept on others’ praise。 Third, greeting frequency is different, Chinese more accustomed to greeting language。 When they meet business partners, they will become very hospitable, and like to ask all sorts of questions。 Through conversation, they can understand each other's background, experience, personal preferences and so on。 The collection of these materials helps to understand partners, which will be easier to put forward the most suitable business cooperation program。 Americans rarely use the language of greeting。 They take little care of the ways of commercial greetings and chatting。 And they just pay attention to work efficiency。 When they meet, just say hello to each other, hand warmly, do a simple introduction, and then will cut the theme。 Because they think that time is money and success is due to efficiency; Forth, the style of speaking is different。 Chinese businessmen speak more formal and serious in workplace, especially in formal business activities。 While the American businessman likes to show his easy-going and sense of humor everywhere at any time。

2。2 Studies on Sino-US differences

With the deepening of Sino-US economic exchanges, intercultural business negotiation between China and the United States has become an inevitable process of economic cooperation。 "Cross-cultural business negotiation is not only an economic activity, but also a cross-cultural communication。" (He 21) "Different cultures determine different business negotiation styles, different style of business negotiations also reflect the different cultural backgrounds。" (He 22)

Through reading a lot of literature, people can find that there are three main differences between Chinese and American negotiating styles。 The main reason for these differences lies in the cultural differences between China and the United states。 "Due to the different history and culture of China and the United States, the Chinese and American negotiators have a great difference in the way of thinking, values and legal concepts。" (He 38) "Due to China and the US’s different cultural backgrounds, manners in the negotiations, life ways, habits and hobbies are all different。" (Wan 46) "Negotiators from two different cultural backgrounds have different values and ways of thinking, which leads to different negotiating styles。" (Pang 126) 文献综述

It can be seen that currently scholars have different ideas about the factors which influenced Sino-US business negotiations, but they all put forward that cultural differences are the important factor affecting Sino-U。S。 business negotiations。 In recent years, many experts and scholars have done a lot of research to the differences of Sino-US business negotiators。 So what are the differences in the end exist in Chinese and American negotiating styles? What are the reasons leading to the existence of these differences? What ways can help us overcome these cultural differences? According to the previous research, people can see that current scholars who’ve studied about the identification of Sino American business negotiating style factors, though somewhat different, have all raised that cultural difference is an important factor which affects Sino US negotiation style。 Therefore, when studying the Sino US business negotiation style, we must pay attention to the study of the cultural background, in order to understand and overcome the differences in business negotiation style better, and to promote a healthy development of Sino US business relations。