【文章內(nèi)容簡(jiǎn)介】 first stage of negotiation, the nogotiating content involves in wide subjects and social activities. The subject will not be talked about until mutual trust is eatablished and the two parties kown more about each other. While westerners focus on the details and the trade, not on interpersonal relationship.Oriental people represented by chinese lay much empahsis on feelings and human relationship in interpersonal munication, which derives from china’s traditional culture and the concept of harmony, friendly exchanges, unity to work and cooperation and mutual benefits. Such kind of attitude and interpersonal relationship are favourable for further cooperation of the two sides, and for businessmen , is helpful for the success of the transaction. From this respect, this concept and action is beneficial. This is also why chineses people are always courtesy first and chiese businessmen often fete the other side before the neogotiation.Rinnell Davis said , “In the banquet, people often talk about food, and exchange some formal, respectful and friendly words. From the view of people in low context culture, what people talk about is not related to themselves, and doesn’t contain any information. People just confrom to a series of etiquette more accurately than on other occasions, including toasting each other, and at the same time, speaking some polite formula which match the correlation and the situation ....Talking is joyful and relaxing.” “The contract belongs to low contxt culture. For westerners, the meaning of the contract lies in the words. Before signing a contract, a westerner will probably proofread all the small print, which means he will pay close attention to all the details of the contract to ensure none of the unfavorouble conditions are concealed in the legal items, used for posing the contract. Once accepted, the contract will firmly bind on both of the two parties. Even something unexpected happens, the contract can not be violated. For example, if the market conditions change and either side suffers losses caused by this ,the party from low context culture won’t regard it reasonable to modify the contract. This seems unfair for those from high context culture, who are used to taking the situations into consideration. If a westerner gains unexpected benefits from the contract, he will consider it as good luck. Instead, if he losses, he will think he is unlucky.“If the contracting parties have any dispute, municators from low context culture will try their best to settle the disputes according to the items in the contract, while municators from high context culture who consider the context is more important than the contract items, will pay attention to the Public Relation and the context beyond the items in the contract. Above all, it is clear that westerners who pay much attention on the law and chinese people who emphasize human relationship differ greatly on handling mutual relationships and disputes. Of course, we should also notice that with the deepening of reform and opening up of recent years and the continuous developpement of the society people are trying to remove harmful and extreme attitudes and actions. Difference on the concept of time between westerners and easterners In history, westerners are first to enter the era of industrialization, so their science and technology and economy are more advanced. So far, their productivity has been rapidly improved.Every mintue means the invention of new product, the produce of new value. Fast work and life rhythm caused by this make them deeply feel that“time is money”. The endless and maximum extent pursuit of profit is their goal, and because of this they must save every second and minute to create the maximum value. Hence, they value time, seriously make plan and arrangement and quite puctual. However, in oriental countries where science and technology and economy are relatively backward the production and life rhythm are slow because of their smallscale peasant economy, eapecially their emphasis on form and etiquette. Thus, they lay far less emphasis on time than westerners, and the concept of puctuality is rather poor. The appointments, plan and arrangement often change at will. Smovar mented,“when people from different cultural backgrounds e together, the application of the concept of time and practice are rather important. Most people from western culture look at the time based on linear space. We are restrained by time. Our schedules and dominate our lives. German people and swiss lay more emphasis on time than we do. For them. The train, plane and three meals of a day must be punctual. But it is not the case in many cultures. They think that it is activities not clocks that determine people’s action. Difference on the concept of values between westerners and oriental people Westerners particularly respect individualism, which derives from the concep of private owmership of means of production and property based on capitalism. Samovar, an American scholar, said,“more than half of the people from certain African countries or regions, cuba and china may think that enterprises and means of production should be collectively possessed by the country or people. On the other hand, some people born in America or Canada always think that the means of production belongs to the proprietor. ” In capitalist society, to earn the maximum amount of property and money is the goal of most people. Therefore, the selfcentered “individualism” gradually take shape. In the eyes of westerners, individualism which stresses on personal initiative, independence, the expression of personal desire and personal privacy refers to such kind of creed, that is, personal interests is supreme, and all values, right and duties derive from the individual. In western countries, eapecially in America, individualism is rather popular. Personal right, property, privacy, carrer and goal are placed above othe