Contents

Acknowledgments

Abstract

摘要

Chapter One Introduction-1

1.1 Background and Purpose of the Study-1

1.2 Structure of the Study-2

Chapter Two Literature Review-3

2.1 Theories Related to Culture-3

2.1.1 Definitions of Culture-3

2.1.2 Cultural Dimensions-3

2.2. Previous Study on Business Negotiation-4

2.3. Previous Study on Value-5

Chapter Three Comparisons of Values in Business Negotiations and Impacts of Value Differences on Business Negotiations-6

3.1 Comparisons of Values in Business Negotiations-6

3.1.1 Subordinate Relationship-6

3.1.2 Manner of Dealing with People-7

3.1.3 Habits of Thinking-8

3.1.4 Individualism or Collectivism-9

3.2 Impacts of Value Differences on Business Negotiations-10

3.2.1 Impacts on Business Negotiation Team-10

3.2.2 Impacts on Business Negotiation Purposes-11

3.2.3 Impacts on Communication Process-12

3.3 Suggestions-12

Chapter Four Conclusion-14

4.1 Major Findings of the Study-14

4.2 Limitations and Suggestions for Further Research-14

References-16

Abstract

China is developing quickly in economy and has become the second largest economy after its entry to the WTO. China becomes the largest trading partner of the United States and the trade has become more and more frequent. However, rapid development of business activities not only bring about great benefits but also great challenge to China and America. The great differences in economy, culture and society obstruct normal business negotiations. Therefore, both China and America should learn the cultural differences and know how to solve the problems these differences cause. The thesis studies the differences of values and their impacts on sino-US business negotiations from a cross-cultural perspective and provides appropriate advice to solve these problems so as to avoid unnecessary disputes and promote sino-US business activities, which will bring about a win-win for both sides.

Keywords: cross-culture; value; business negotiation