Contents

Acknowledgments

Abstract

摘要

Chapter One Introduction1

1.1 Background and Significance of the Study 1

1.2 Structure of the Thesis 1

Chapter Two Cross-Cultural Communication Theory  3

2.1 Cross-Cultural Communication Theory  3 

2.2.Hofstede’s Theory of Multicultural Dimensions 4

Chapter Three A Comparison of Chinese and American Negotiation Styles  6

3.1 Negotiation Goal 6

3.2 Negotiation Attitude  7

3.3 Time Sensitivity  7

3.4 Decision Making 8

3.5 Degree of Courtesy   8

3.6 Communication Pattern  9

Chapter Four Strategies for dealing with the differences  10

Chapter Five Conclusion 12

References 13

Abstract

With the development of economic globalization, international business activities have become increasingly frequent; therefore, business negotiations, as a part of business activities, are of great importance. Since the United States is China’s biggest trading partner, there are more and more business negotiations between China and America. However, owing to the cultural differences between the two countries, the negotiators may have different negotiation styles, which may lead to a failure in negotiation. So it is of great significance to study the differences of business negotiation styles between China and America.

This thesis tends to analyze the differences between Chinese and American business negotiation styles based on Hofstede’s cultural dimensions theory. The differences mainly cover six aspects: negotiation goal, negotiation attitude, time sensitivity, decision making, degree of courtesy and communication style. And several strategies are put forward to reduce the misunderstanding between the two countries. It is hoped that through this study, negotiators from both sides can have a better understanding of their differences in their culture and their negotiation styles. Only by enhancing understanding between the two countries can China and the United States further their cooperation in economic activities.  

Key words: business negotiation style  cultural differences  China  the United States