Content

Introduction １

1.The Introduction of Business Negotiation and Cultural Differences ２

1.1 The Definition of Business Negotiation ２

1.2 The Importance of Cultural Differences to Business Negotiations ３

2.The differences between Sino-US Business Negotiation ５

2.1Differences in the Way of Thinking ５

2.1.1 Differences in Values ５

2.1.2 Differences in Views of Time ５

2.1.3 Differences in Face Concept ６

2.1.4 Differences in Legal Concepts ６

2.2 Differences in Negotiation Style ８

2.2.1 Chinese Negotiation Style ８

2.2.2 American Negotiation Style ９

2.2.3 Differences in Negotiation Styles Between Sino-US １０

3. Reasons of Cultural Differences １１

3.1 Territory Differences １１

3.2 Economy Differences １１

3.3 Political Culture differences １２

3.4 Religion Differences １２

4. Advice on Sino-US Business Negotiations １４

4.1Understanding the Cultural Background １４

4.2 Hiring a Good Translator １４

4.3 Enhancing Communication １４

Conclusion １６

Bibliography １７

Acknowledgements １８