Abstract: This thesis demonstrates the effects of Sino-Japanese cultural differences on business negotiations by using argumentation methods such as analysis, comparison, illustration and so on. By introducing briefly some differences in Sino-Japanese cultures, the thesis elaborates the differences in bilateral business negotiations related to cultures from five aspects: the negotiating style, the negotiator's view of time, thinking modes, personal values and the arts of negotiation language. Then, some problems caused by those cultural differences are discussed: causing misunderstandings in the process of negotiations, ruining the good atmosphere of negotiations, making negotiations at a stalemate or even breaking down the negotiations in the end. And finally, some corresponding solutions are proposed for negotiators to overcome the cultural barriers and reduce barriers of cultural differences to the lowest point and make the negotiation a success ultimately.

Key words: Sino-Japanese cultural differences; business negotiations; effects; solutions

CONTENTS

Abstract

摘要

1. Introduction-1

1.1 Background of the Research

1.2 Cultural Differences Between China and Japan

2. Literature Review-2

3. Cultural Differences in Business Negotiations-4

3.1 Negotiation Style

3.2 View of Time

3.3 Thinking Modes

3.4 Personal Values

3.5 Arts of Language

4. Problems Caused by Cultural Differences in Business Negotiations-7

4.1 Giving Rise to Misunderstanding

4.2 Ruining the Atmosphere

4.3 Making the Negotiation at a Stalemate

4.4 Breaking Down the Negotiation

5. Solutions to Effects of the Cultural Differences-8

5.1 Understanding Cultural Differences

5.2 Paying Attention to Etiquette

5.3 Making Adequate Preparation

5.4 Improving Communication Competence

5.5 Being Patient

6.Conclusion-10

Bibliography-11

Acknowledgements-12