ABSTRACT

Business negotiation is a series of economic behaviors which aims to seek economic interests through many kinds of proposals and promises. 

This paper aims to cultivate negotiators’ cross-cultural awareness by figuring out how culture affects English business negotiation through some nonverbal behaviors, so as to decrease the frictions caused by cultural differences and to contribute  to successful English business negotiation.

This research adopts contrastive and analytical study on cultivation of cross-cultural awareness in English business negotiation. It focuses on the study of cultivation of cross-cultural awareness through different behaviors caused by culture differences. The result shows that it is important to be fully aware of the culture of the other sides and figure out the corresponding negotiating strategies which may contribute to successful business negotiation. Even though language is the direct information, nonverbal behaviors caused by cultural difference can imply more information about the real intention of others. The negotiators need to respect each other’s culture so as to reduce cultural conflicts and to improve their skill for English business negotiation. 

Key words: Cross-cultural Communication; English Business Negotiation; Cultural Effects

CONTENTS

ACKNOWLEDGEMENTS

ABSTRACT

摘要

Chapter One INTRODUCTION-1

Chapter Two LITERATURE REVIEW-2

2.1 Existing Studies on Cross-cultural Communication and English Business Negotiation-2

2.2 Limitations in Existing Studies-4

Chapter Three CULTURAL FACTORS REFLECTED IN BUSINESS NEGOTIATION-6

3.1 In Pace of Negotiation-6

3.2 In Strategies of Negotiation-6

3.3 In Truth Value of Negotiation-6

3.4 In Reputation of Negotiation-7

3.5 In Common Behaviors of Business Negotiation-8

3.5.1 Reservation-8

3.5.2 Greeting-8

3.5.3 Gifts Changing-9

Chapter Four NECESSITIES TO CULTIVATE CROSS-CULTURALAWARENESS IN BUSINESS NEGOTIATION-10

4.1 Effects of Cultural Differences on Business Negotiation-10

4.2 Necessity to Adapt from Intracultural to Intercultural Negotiation-12

4.3 Means of Cultivating Cultural Awareness-13

Chapter Five CONCLUSION-15

REFERENCES-17