【正文】 velopment.　　At the present time, the government of China has taken a number of measures to promote the development of the business activities in order to increase the international petitiveness. Some Chinese entrepreneurs who have potential ability are also trying to enter the international market. The economic relations between China and the United States are being closer than before, thus, China has bee one of America’s largest trading partners. As the economic and cultural exchanges between the two countries are getting more frequent than before, so the business negotiations between the two countries are increasing.2. The Impact of Cultural Differences on . Business Negotiation　　The Chinese culture is the typical collectivism culture. The Chinese culture’s collective orientation and the Confucian theory have the inalienable relation. The Confucian thoughts take “benevolence” and “ceremony” as the center. “Benevolence” refers to the will of the people. It is the core of the Confucianism. Its aim is about how to deal with interpersonal relationships, so as to achieve harmony. A person must bring himself into collectiveness to achieve “benevolence”. “Ceremony” is the ruler of the behavior, is the criterion of people’s social ’s seeing and hearing, words and deeds shall be in conformity with etiquette in order to make the society harmony. Influenced by the collective orientation culture, the Chinese people cooperate mutually and depend on one another. So “relation” is of importance in their view. People depend on “relation” when dealing with almost everything. 　　The United States belongs to the typical individualism culture. The individualism is the core of American culture. The United States’ individualism has close relationship with its faith. What the western Christianity emphasizes is the individual, so the Christian claim to sacrifice for the individual. In the doxy of the Christianity, everyone faces to the God individually and directly. The persistent pursuit of the individual soul and the struggle for new life is the core of Christianity’s doxy. In the United States, the individualism began to lie embedded in people’s mind after the European immigrants set foot on the continent of North America. Protestantism is the historical root of the individualism. After that, the American Revolution, the Westward Movement, the Industrial Revolution and many movements of migration strengthened this tradition of individualism. It can be said that the individualism is embodied in all aspects of American life. It is embodied in both the American history and the contemporary society of the United States. Verbal and nonverbal differences in . business negotiations Verbal differences　　The language of one nation has a close connection with the nation’s culture. In crosscultural munication, the languages for negotiating are restricted by the differences of different cultures. The United States is a typical lowcontext language country. In this culture, the majority of information is transmitted by clear and specific language. The . negotiators prefer to use clear, frank and direct ways to municate。 they pay attention to speed and efficiency with a strong sense of petition, which creates the vigorous and resolute mercial style of American businessman. And it is why Americans can bee the leader of world’s economy in such a short period of several hundred years. They will shorten the negotiation time to the best of their abilities in all aspects, and try to make the negotiations to end as soon as possible. For them, to assess how the process of negotiations is going on is to see how many small problems are solved. In the corporation of United States, all departments have clear responsibilities and specific division of labor. So the gathering of negotiation information and decisionmaking are very soon.　　China is the typical representative of Polychromic. Chinese people often consider the longterm benefits, and take easy to everything. They use systematic approaches with a longterm perspective to analyze the issues prehensively and measure the importance of the issues. They hope to have a full understanding of every aspect of the issues, so they usually pay more attention to how to win the cooperation rather than the length of time in negotiations. The length of time will not have strict restrictions. They don’t want to split the whole negotiation into several issues to discuss separately. So it’s normal for Chinese people to discuss several issues at the same time. They don’t ply with the agenda strictly and may discuss the question which is considered to have resolved by others. Chinese people usually expect to set up longterm cooperative relations with others and spend a amount of time on banquet, entertainment, sightseeing and understanding the relevant information of each other, so the duration of negotiations would be longer than what they might expect. Custom differences in . business negotiations　　With the development of different countries, they have got their own languages, customs, hobbies and habits. They also have their own characteristics in the social life. The negotiators under different cultural backgrounds will show different attitudes toward things. Thus it may affect the negotiations and cause unnecessary misunderstandings. For example, Chinese people often depreciate themselves to praise others in order to show their humility. While Americans advocate selfaffirming, they are grateful to hear and accept the praise by others. So it’s difficult for Americans to understand why Chinese people often deny the praise by others. They think that Chinese people are dishonest.　　Customs include some social activities. Chinese people are sensitive about their reputation in the daily life. They are very concerned about their image among people. They are afraid of being joked or discussed by others. But Americans do not care much about other people’s views. American