英语专业毕业论文-On cultural differences in Sino-US business negotiations.pdfVIP

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英语专业毕业论文-On cultural differences in Sino-US business negotiations.pdf

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英语专业毕业论文-On cultural differences in Sino-US business negotiations

毕业论文(设计) OnculturaldifferencesinSino-USbusinessnegotiations 1. Introduction-1- 2.Literaturereview-2- 2.1DefinitionofCultureandculturaldifference-2- 2.2Characteristicsofculture-3- 2.3Reasonsofcausingculturaldifferences-3- 3.ImpactonSino-U businessnegotiations-4- 3.1IndividualismversusCollectivism-4- 3.2Low-powerdistanceversushigh-powerdistance-7- 3.3Timeperception-9- 3.4Indirectcommunicationversusdirectcommunication-12- 4.CaseAnalysisofCulturalDifferencesinSino-U BusinessNegotiation-14- 4.1Case 1-14- 4.2Case2-16- .4.3Casethree-18- 5.Conclusion-20- References-21- 1. Introduction ChinaandAmerica are important economic andtradepartners to each other.At present, America is the second largest trading partner of China, while China is the America’s the third largest trade partner (Net 1).Although there are so flourishing communications between China andAmerica, there are no evidences that can show thateachforeignenterprisehasthesamebrightfutureandgoessmoothlyinChina.As a matter of fact, stories about some firms ending up considering withdrawing their operations from the Chinese market can be heard from time to time. The surprises, disappointmentandfrustrationonthepartofwesternbusinesspeoplearenotstrange. Thosebusiness failuresbetween ChinaandAmerica forthemostpart aredueto the unsuccessful negotiation, the key dynamic of the Sino-U business relationship (DePauw, John W., 1980, 245). The discussion on the relationship between culture -1- 毕业论文(设计) and negotiation can be found, and details on how cultural differences affect negotiation between Sino-U business negotiations are also shown in this paper. In today’s global environment, only those negotiators who fully underst