3。 Influences of Sino-US Cultural Differences in the Negotiations

Due to the influence of different cultures, the style of business negotiation between countries also has great different。 Westerners tend to break down complex negotiations into smaller problems and then solve them in turn; But in many eastern cultures, the negotiation is adopted a holistic approach。 Therefore, in international business negotiations, to improve the efficiency of the negotiation, it is very important to strengthen negotiation management and deal with problems in cultural differences for those business partners with different cultural backgrounds。 In the practice of negotiation, many negotiators often have no understanding or attention to the important influence of culture on the way of negotiation。 Some negotiators may have noticed the "different" or "obscure" negotiation ways in a foreign culture, but they do not think it is important。 Some people think facts and data are universal and they blindly believe that foreign negotiation is to speak with facts and data。 Similarly, when it comes to foreign countries, some negotiators will pay attention to the similarities between the two cultures and ignore their differences to maintain harmonious relations with each other。 (Cao 326)

In business negotiations, if you do not attach importance to the differences of other side's culture, it is easy to lead to lose in negotiations。 After China join the WTO, it has become more and more frequent with the economic and trade exchanges between countries in the world。 Gradually, negotiations are increasingly showing its status in social and economic life。

As a world economic power, the United States is an important trading partner of China。 But the cultural differences between the two countries have a great influence on negotiations, so that talks cannot be carried out smoothly。 So it is very necessary to study the influence of Chinese and American cultural differences on Sino US negotiation。来;自]优Y尔E论L文W网www.youerw.com +QQ752018766-

3。1 Negotiation process

Different communication methods because of different culture。 In some places people choose to use a direct and simple way to talk with each other, but in other areas, people will use more complex way to talk。 Americans don’t crisp or circle。 Just because Americans have this kind of simply attitude, when negotiating with the Americans, one’s idea should be directly expressed, in other words, "yes" or "no" must be clear。 When it comes to Chinese, people are very face saving, they do not want to say "no" to anybody or anything。 They think it's rude to refuse others, which will embarrass others, even make others be angry。 So when negotiate with the Chinese businessman, try to express as gently as possible and avoid making an ultimatum。 The impact of cultural differences on the negotiation process is also reflected in the non-language communication。 There are great differences in the use of body language and action language, and the same action language can even convey the opposite message。 In addition, everyone has their own private space, when others invade our private space, we will become extremely restless。 But due to culture, the scope of this private space is different。 Generally speaking, a person who emphasizes on inpidualism needs greater place than that on collectivism。 For example, the talking distance between Americans is nearly 1m, but it is usually 0。5 ~ 1m for Chinese people。 (Mu 15)