Impacts of Cultural Differences On Sino-US Business Negotiations开题报告

 2022-08-10 15:06:30

1. 研究目的与意义

With the development of economic globalization, the frequency of international trade is increasing rapidly. China and America as the largest developing country and developed country, the international trade between two countries account for large parts in the world trade activities. Many American companies have been rushing into china market and also many China#8217;s companies have been piling into American market. As the ever-increasing trade between China and American, business negotiations between them have become more and more important. Meanwhile, it is also a big challenge for negotiators of two countries because of culture differences. The enormous cultural differences between China and American may bring out cultural clashes and misunderstandings in business negotiations. Cultural differences can affect the success of the business negotiations directly. Therefore, it is necessary for negotiators to learn the cultural differences and to act properly during the Sino-US business negotiations. If negotiators have awareness of the cultural differences, it will be conductive to keeping business negotiations going well.

2. 研究内容和预期目标

First, this study compared Chinese culture with American culture through three aspects of verbal Language, the ways of thinking and values. These cultural differences are based on the Hofstede#8217;s cultural dimensions theory. Then this study analyzes the impacts of cultural differences on Sino-US business negotiations through five aspects of negotiations objectives, communication style, the member of Negotiation team, sense of Time and decision-making Power. Finally, the thesis will make an analysis of how to solve the cultural differences in business negotiation and how to smooth business negotiations.This paper tries to arouse people#8217;s awareness of cultural differences and to have a correct understanding of cultural differences, so it will beneficial to keeping business negotiations going well, which can increase the possibility to successful negotiations

3. 国内外研究现状

The earlier scholars,Kluckholn and Strodbeck depicted cultures in terms of six different value orientations. The most important findings is Greet Hofstede#8217;s work-related value theory. Jeanne M. Brett, based on Hofstede#8217;s theory, provided three cultural dimensions which are thought to be linked with the variability of the negotiation strategy across cultures.

As the world economy openness increasing, many scholars devoted themselves to the study of the impact of cultural differences on Sino-US business negotiations. Such as The Effect of Culture Factors on The Sino-US Business Negotiation(Xuying,2010)、Influences of Cultural Differences on Sino-US Business Negotiations (Sunhua,2008).These works elaborated the impact of business negotiations from cultural differences between China and America. Therefore, they should strength the sensitivity of cultural differences in business negotiations.

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4. 计划与进度安排

Outline

1. Introduction

2. The Main Cultural differences between China and America

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5. 参考文献

[1] Brett, Jennie M. Culture and Negotiation[J]. International Journal of Psychology, 2000, 35(2): 97-104.

[2] Curry, J. E. International Negotiating[M]. Shanghai: Shanghai Foreign Language Education Press, 2004.

[3] G. P. Ferraro. The Cultural Dimension of International Communication[M]. Boston: Human Communication Research, 2010.

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