Abstract:Thinking patterns are the perspectives, modes and methods of viewing, which are inclined to vary with people from different nationalities and backgrounds .Nowadays, thinking patterns have exerted great influence on international business negotiation. To study this influence further, the paper makes a comparison on the difference of thinking patterns between Chinese and Westerners and points out that Chinese prefer circular thinking, synthesis thinking and convergent thinking while westerners usually possess liner thinking, analysis thinking and divergent thinking. This paper not only studies the influence simultaneously, but also puts forward a series of relevant strategies.

Key words: thinking patterns; strategies; international business negotiation;

CONTENTS

摘要

Abstract

1. Introduction1

2. Theoretical Framework.1

  2.1 Cross-cultural Communication  

  2.2 Features of International Business Negotiation

  2.3 Relationship between Cross-cultural Communication and International Business Negotiation

3. Comparison of Thinking Patterns4

 3.1 Westerners’ Thinking Patterns

3.1.1 Linear Thinking

 3.1.2 Analysis Thinking

 3.1.3 Divergent Thinking

  3.2 Chinese Thinking Patterns

    3.2.1 Circular Thinking

    3.2.2 Synthesis Thinking

    3.2.3 Convergent Thinking

  3.3 Differences 

4. Influences of the Differences.8

  4.1 Influencing Negotiations’ Objectives

  4.2 Influencing Negotiations’ Methods

  4.3 Influencing Negotiations’ Styles

5. Strategies for Successful International Business Negotiations.10

  5.1 Recognition of Differences 

  5.2 Respects for Differences 

 5.3 Trans-positional Consideration for Win-Win Results 

6. Conclusion.12

Bibliography.13

Acknowledgments14