Abstract: With the vigorous development of the global integration, communications between different countries occur more frequently than ever before. The success of cross-cultural communication is becoming increasingly important in multinational cooperation. China and the West have their own unique culture, thus deal with face issues differently, and their different face concerns affect their communication and cooperation in business field, and often bring to both sides of communication difficulties, misunderstandings, even barriers. So this paper analyzes the differences between Chinese and western language communication, the differences between the values and thinking mode，and effect of these differences on business negotiation organization, negotiation manners, negotiation process and negotiation decision, give some concrete suggestions to the negotiators, so as to improve the efficiency of the business negotiations and promote the success of the business cooperation.

Key words: face concerns; differences; business negotiation; suggestions

CONTENTS

Abstract

摘要

1. Introduction1

2. Difference between Chinese and Western Concept of Face .1

2.1 The Chinese Concept of Face

2.2 The Western Concept of Face

3. Analysis of the Causes of the Difference between Chinese and Western Concept of Face3

3.1 Differences in Language Communication

3.2 Differences in Values

3.3 Different Modes of Thinking

3.3.1 The Overall Thinking and Analytical Thinking

3.3.2 Unified Thinking and the Thought of Opposites

4. Different Face View’s Impact on Business Negotiation5

4.1 The Influence on Negotiation Organization

4.2 The Influence on Negotiation Manners  

4.3 The Influence on Negotiation Process

4.4 The Influence on Negotiation Decision

5. Coping Strategies in Business Negotiation8

  5.1 The Expert Strategy

  5.2 Pragmatic Strategy

  5.3 Delaying Strategy

6. Conclusion

Bibliography.

Acknowledgements