【文章內(nèi)容簡介】 has achieved some remarkable progress. But when he is appreciated by others, he would say that what he had done was nothing and not worth mentioning. For Chinese, being modest is not only a usual practice, but a recognized virtue that governs one’s actions as well. For that reason, a Chinese would not show off no matter how much he has done for the organization or for society. Family Western families advocate equality. The husband and the wife usually have an equality voice in decisionmaking, and on certain matters, the children, too, have a vote. Family members are regarded as friend and they should treated equality in daily life. In the western, most old people do not live with their children or relatives. They do not gain honor, respect or attention as old people.On the contrary, most Chinese family members tend to live together and the young are supposed to show respect and obedience to old people. Generally, old people receive honor, privilege and satisfaction because people believe that an old person is a wise man full of experience. Just as Confucianism shows in Five Relations, the young should filial love, obedience and duty to the old in a family. For example, the Chinese who have moved abroad usually continue to send money back to their parents as a token of their filial piety. Moreover, many young people still try to live near their parents whenever possible even after they are marriage. Westerners stress individualism in families while Chinese stress coalition, which makes the Chinese family extremely cohesive. Generally speaking, the Chinese have a stronger sense of family honor than westerners. NationalismSince the ancient times, the nation form of China has been based solely on the Han nationality. The Han nationality developed their privities in the language expression and social contact during the mon life and work of their forefathers in the history. People can express some meanings with a subtle facial expression or a slight action only. When one says half of his words, even just a little, the others still can understand what he wants to say. Therefore, Chinese people sometimes do not say all their words when they want to express something. However, in western countries, take the American for instance: America is an immigrant country which has more than two hundred years of history. Nevertheless, America people still cannot reach privities. They must express clearly what they want, otherwise the others cannot understand well. General impact of culture on business negotiationCultural differences play a crucial role in international business negotiation. It can generate misunderstandings, sow the seeds of distrust, and generate negative emotions among negotiators. Different cultures will inevitably have different influence on people’s attitude toward power among social members, people’s basis for trust, people’s goal orientation, people’s way of making decisions and people’s tendency to take risks, which will be discussed in detail in the next part. Negotiation goalDifferent cultures may view the purpose of a business negotiation differently. In China, personal relationships e first. Chinese negotiators start to make friends with their customers, to build and develop the relationship. They promote their business through their personal contacts (guanxi), dinners, gifts, and friendly experiences. After they have a good relationship with their counterparts, then they begin negotiations and do business, through formal dinners and lunches. Actually, western people do not want to waste time eating and prefer to bine meals with business. The goal of a negotiation is to sign the contract between the parties. They consider the signing of a contract between the parties as their primary negotiating aim.An American executive had his first business trip to China. He had been waiting months to hear from the Chinese。 then when he did, a whole team went to work helping to prepare his presentation. When he arrived at the hotel, full of anticipation, his Chinese contact said, “How about visiting the Great Wall tomorrow?” So he agreed, but then the next day it was the Ming Tombs, then the Forbidden City, the Temple of Heaven, and so on. He came to do business and he expected them to be in a big hurry, and it turned out that they would rather spend time leisurely sightseeing and chatting. (Griffin, T. J. and Daggatt, W. R. The Global Negotiator. HarperBusiness, 1990.)The American here has a big misunderstanding of his Chinese counterpart. To Chinese people, a business negotiation is a time to develop a business relationship with the goal of longterm mutual benefit. Like what happened in the abovementioned case, the Chinese negotiators demonstrated their hospitality for their guests with an aim to achieving the establishment of good relationship. To Americans, however, a business negotiation is a process to achieve a deal. Therefore, they think the relationship building is unnecessary. This distinction in negotiating goals between Chinese and western negotiators is influenced by the collectivism/individualism cultures and being/doing orientation. Chinese culture is a typical collectivist culture. Collectivism implies ingroup solidarity, loyalty, and strong perceived interdependence among individuals. Relationships are based on mutual selfinterest and dependent on the success of the group. Moreover, Chinese culture displays a being orientation. Beingoriented cultures value affiliations, character, and personal qualities. Chinese are beingoriented, they believe that it is important to build and maintain solid relationships. For the Chinese, a firmly established relationship means more than a written contract. On the other hand, western culture is a typical individualistic culture. Individual rights in individualistic cultures over group obligations and the needs of the individual are more important than that of the group. In individualistic cultures, bu