Abstract: This paper attempts to help the readers understand the influences of cultural barriers on Sino-US business negotiations. It composes of three parts: the manifestation of cultural barriers in Sino-US business negotiations, that is, differences in social values, thinking patterns, and communication styles; influences of cultural barriers on Sino-US business negotiations, namely, influences on decision-making, negotiating style and ways of expression; suggestions on countermeasures for coping with cultural barriers. It points out that culture differences can influence Sino-US business negotiations, so both parties should place importance on and cope with the influence effectively, for the purpose of conducting the Sino-US negotiations smoothly.

Key words: Sino-US business negotiation, cultural barriers, countermeasures

CONTENTS

Abstract

摘要

1. Introduction-1

2. Cultural Barriers in Sino-US Business Negotiations-2

2.1 Differences in Social Values-2

2.2 Differences in Thinking Patterns-3

2.3 Differences in Communication-3

3.Influences of Cultural Barriers on Sino-US Business Negotiations-4

3.1 Influences on Decision-making-4

3.2 Influences on Negotiating Style-5

3.3 Influences on Ways of Expression-6

4.Suggestions on Counter Measures to Cultural Barriers-6

4.1 Suggestions for American Negotiators-7

4.2 Suggestions for Chinese Negotiators-7

4.3 Suggestions for Both Sides-8

4.3.1 Respect and Preparation for Cultural Barriers-8

4.3.2 Techniques to Avoid Cultural Barriers-8

5. Conclusion-9

Bibliography-10

Acknowledgement-11