Abstract:With the development of economic globalization, the business activities between America and China become more and more frequent. But, in Sino-US business negotiations, there exist communication failures due to their cultural differences. This paper studies communication barriers in Sino-US business negotiations and analyzes causes from the aspects of languages, negotiation styles, values and concepts of times. Further more, it provides negotiators with certain counter-measures, namely, they are the use of appropriate language and application of pragmatic strategies. Besides, it also put forward some counter-measures from the aspects of different time and values with the analysis of cases in Sino-US negotiations.
Key words: business negotiation; communication barriers; causes; counter-measures
CONTENTS
Abstract
中文摘要
1. Introduction.1
2. Literature Review2
3. Causes of Cultural Communication Barriers in Sino-US Business Negotiation.3
3.1 Misunderstandings of Languages
3.2 Differences in Negotiation Style
3.3 Differences in Concept of Value
3.4 Differences in Concept of Time
4. Counter Measures of Sino-US Cultural Communication Barriers7
4.1 Using Appropriate Languages
4.2 Application of Pragmatic Strategies
4.3 Learning Different Concepts of Value
4.4 Adjusting to Different Concepts of Time
5. Conclusion11
Bibliography.12
Acknowledgements14
