Sino-American Business Negotiations: a Cross-Cultural Perspective

Sino-American Business Negotiations: A Cross-cultural Perspective

Contents

Abstract 3
内容摘要 5
Acknowledgements 6
Chapter I How Negotiations Work: An Overview 7
1.1 Concept of Negotiation 7
1.2 Major Elements of Negotiation 8
1.2.1 Interests 9
1.2.2 Power (Bargaining Strength) 10
1.2.3 Strategy 11
1.3 The Cross-cultural Negotiation Process 12
Chapter II Culture and its Impacts on Negotiations 15
2.1 Understanding Culture 15
2.1.1 Definition of Culture 15
2.1.2 Characteristics of Culture 16
2.1.3 Cultural Orientations 19
2.1.4. Deep Structure of Culture 20
2.2 General Impacts of Culture on Business Negotiations 26
2.2.1 Influences Exerted by Cultural Differences 26
2.2.2 Consequences Caused by Cultural Differences 27
Chapter III Sino-American Negotiating Styles: A Cross-cultural Perspective 30
3.1 Negotiating Goal 31
3.2 Emphasis on Protocol 35
3.3 Communication 38
3.4 Sensitivity to Time 40
3.5 Emotionalism 43
3.6 Form of Agreement 45
3.7 Decision-making 49
3.8 Willingness to Take Risks 51
Chapter IV Conclusion and Recommendations for Chinese Negotiators 55
4.1 Potential Problems in Intercultural Business Negotiations 55
4.1.1 Stereotypes 56
4.1.2 Ethnocentrism 57
4.1.3 Prejudice 58
4.2 Recommendations for Chinese Negotiators 58
4.2.1 Cultivating Cultural Awareness and Sensitivity 58
4.2.2 Making sufficient preparations 60
4.2.3 Having a Good Command of the Target Language 60
4.2.4 Laying Great Emphasis on Non-verbal Communications 61
Bibliography: 63

Abstract

With the emergence of a global economy and China’s WTO entry, China has witnessed a sharp increase in foreign investment and numerous China-based firms into the international market. So far as Chinese businesspersons are concerned, at no time in history has there been so great a need for international negotiating skills. Nevertheless, what makes one a good negotiator in one culture may not work well in another, because

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