Abstract: Business negotiation is one of the ways in the international trade and negotiator’s behavioral patterns can influence the results of negotiations. This thesis focuses on the study of negotiators’behavioral patterns that influenced by the geographical factors. The purpose of the thesis is to put forward the targeted solutions, and the Chinese negotiators would achieve the success of negotiations. First of all, Chinese companies should give more rights to the negotiators that make decision by themselves instead of asking for the supervisors’ offer when they go for a negotiating. Secondly, when Chinese negotiators have negotiation with American negotiators, too much etiquette is unnecessary. Last but not least, some degree of concession would make the results of the negotiation be better. Then，it would be easy for them to gain profits and accomplish a task with ease under the economic globalization. 

Key words: Geographical factors; Negotiation; Negotiator; Behavioral patterns

CONTENTS

Abstract

摘要

1. Introduction.1

2. Literature Review1

3. Geographic Determinism3

3.1 Historical Changes

3.2 Customs

3.3 Ways of Thinking

4. Sino-US Negotiation’s Behavioral Patterns Consequent on Geographic Factor.5

4.1 Communicative Strategy

4.2 Teamwork

4.3 Manners in New Environment

4.4 Reactions to Culture

5. Conclusions .9

Bibliography 11

Acknowledgments..12