【正文】 畢業(yè)論文(設(shè)計)On cultural differences in SinoUS business negotiations1. Introduction 1 2. Literature review 2 Definition of Culture and cultural difference 2 Characteristics of culture 3 Reasons of causing cultural differences 3 3. Impact on SinoUS business negotiations 4 Individualism versus Collectivism 4 Lowpower distance versus highpower distance 7 Time perception 9 Indirect munication versus direct munication 12 4. Case Analysis of Cultural Differences in SinoUS Business Negotiation 14 Case 1 14 Case 2 16 . Case three 18 5. Conclusion 20 References 21 1. IntroductionChina and America are important economic and trade partners 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 munications between China and America, there are no evidences that can show that each foreign enterprise has the same bright future and goes smoothly in China. 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, disappointment and frustration on the part of western business people are not strange. Those business failures between China and America for the most part are due to the unsuccessful negotiation, the key dynamic of the SinoUS business relationship (DePauw, John W., 1980, 245). The discussion on the relationship between culture and negotiation can be found, and details on how cultural differences affect negotiation between SinoUS business negotiations are also shown in this paper. In today’s global environment, only those negotiators who fully understand the opponents’ culture and cultural effects on negotiation can be successful in international business negotiations. 2. Literature review Definition of Culture and cultural difference Culture has been defined in a variety of ways, and scholars have never been able to agree on defining this term. One of the earliest wellknown definitions was given by the British anthropologist Edward Tylor in his book Primitive Culture: culture is a plex whole which includes knowledge, belief, art, morals, law, custom, and other capabilities acquired by man as a member of society (1872:189). Since then hundreds of other definitions have been offered. For example, Swedish writer Selma Lagerlof defines cultures as “what remains when that which has been leaned is entirely forgotten (1908:76)”. And Ralph Linton defines: “a culture is the configuration of learned behavior and results of behavior whose ponent elements are shared and transmitted by the members of a particular society” (1945:21). While Geert Hofstede, an expert on management and crosscultural differences, in Cultural Consequences, defined culture in this way: “the collective programming of the mind which distinguishes the members of one human group from another” (2001:386). Although there are many different definitions of culture, most of culture is hidden, like the part of the iceberg under water. It exists in the subconscious mind of people who therefore are not aware of the fact that their actions are governed by their own cultures or cultural rules. Thus, we can know easily from the above discussion, a Cultural Difference is the differences between one culture and the other’s. Characteristics of culture Regardless of how many definitions of culture have been examined, there would have been a great deal of agreement concerning major characteristics of culture. Being aware of these features is helpful for us to learn about different cultures from different groups so that we will be able to understand them better. The characteristics of culture are as follows: a) Culture is learned。 b) Culture is transmitted from generation to generation. c) Culture is based on symbols. d) Culture is subject to change. e) Culture is integrated. f) Culture is ethnocentric. g) Culture is adaptive (Samovar, L. A, Porter, ., Stefani, L. A., 1998:164169). Reasons of causing cultural differencesBesides the characteristics of culture, culture are different in different regions, nations region, nation, times, and even sex. That is why each country has its own culture differ from other countries. There are cultural differences between Chinese and American cultures. For example, refers to the Conception of the Self, Chinese will more values on cooperation and individual modesty while Americans will more values on selfreliance, selfpromotion, and freedom. And when mentions the Social Relationship, Chinese are formal, hierarchical, know their social position well, but Americans are informal, egalitarian, they pay much attention to the importance of social equals (Hall, Edward, 88). 3. Impact on SinoUS business negotiations Individualism versus Collectivism Individualism and collectivism, the most widely studied cultural values, distinguish western culture that places individual interests above group’s needs and eastern culture that is just opposite. American culture is highly individualistic, while Chinese culture is typically collectivist. “Individualism is a theory that favors free action and plete liberty of belief for each individual person。 whereas collectivism is a theory advocating the ownership and control of land and the means of production by the whole munity or by the state, for the benefit of everyone” (Oxford Advanced Learner’s EnglishChinese Dictionary:852) From the dimensions to the culture of Geert Hofstede who was one of the prestigious scholars in the field of intercultural munication: individualism stands for a society in which the ties between individual are loose. Everyone is expected to look after himself /herself and his/her immediate family only. Collectivism stands for a society in which people from birth onwards are integ