文档介绍：CONTENTS
Abstract……………………………………………………………1
Introduction………………………………………………………2
Chapter 1 Analysis of Cultural Difference Between China And America……………………………………………………………5
Individualism vs. Collectivism………………………………5
Inductive Thought vs. Deductive Thought……………………6
Low-context vs. High-context………………………………7
View of Time ……………………………………………8
Chapter 2 The Impact of Cultural Difference on Sino-American Business Negotiation……………………………………………11
Impact on Goals: Contract or Relationship?…………………11
Impact munication Style: Direct vs. Indirect………12
Impact on Conflict Resolution……………………………13
Impact on Agreement Building: Bottle-up vs. Top-down……14
Impact on Risk-taking Propensity…………………………15
Impact on Decision-making: One Leader vs. Concensus……16
Chapter 3 Suggestions for Effective Cross-cultural Negotiation
Enhancing Cultural Awareness……………………………17
Preparing Well before Negotiation…………………………18
munication Obstacles in Business…………18
Conclusion………………………………………………………20
Notes………………………………………………………………22
Bibliography……………………………………………………23
Acknowledgements………………………………………………24
Impacts of Cultural Differences on
Sino-. Business Negotiations

Abstract:With the rapid development of economic trade between china and America , the business contacts of the two countries e more and more frequent , the importance of business negotiation gets obvious gradually. However, the huge cultural differences between the two countries may give rise to potential cultural conflicts and unnecessary misunderstandings. So it is imperative that negotiators should learn the cultural factors in Sino-. business negotiation. The thesis emphasizes the importance of taking cultural sensitivities into consideration during business negotiation to make proper negotiation tactics. In view of such a situation, this thesis makes an effort to highlight the cultural impacts on negotiation and puts forward several suggestions in reconciling cult