On Cultural Factors in Sino-American Business Negotiations

DOI

10.2991/icsshe-15.2015.71How to use a DOI?

Keywords

cultural, difference, international, business negotiation, strategies

Abstract

Business negotiation plays a significant role in the business activities. But the daily increasing issues reflect that there are so many problems in international business negotiations caused by cross-cultural differences. As the ways of thinking and behavior differ a lot between Chinese and American, and if negotiators are not familiar with their partners’ culture, the cross-cultural negotiation habits and related knowledge, there will definitely be some obstacles in understanding which easily leads to mistakes in their communication, and even some serious mistakes that could ruin their business. So this paper first explores the cultural factors in international business negotiation, and then puts forward some strategies to deal with the cultural problems.

Copyright

© 2015, the Authors. Published by Atlantis Press.

Open Access

This is an open access article distributed under the CC BY-NC license (http://creativecommons.org/licenses/by-nc/4.0/).

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TY  - CONF
AU  - Liguo Shi
AU  - Xiaojuan Zeng
PY  - 2015/12
DA  - 2015/12
TI  - On Cultural Factors in Sino-American Business Negotiations
BT  - Proceedings of the 2015 International Conference on Social Science and Higher Education
PB  - Atlantis Press
SP  - 280
EP  - 283
SN  - 2352-5398
UR  - https://doi.org/10.2991/icsshe-15.2015.71
DO  - 10.2991/icsshe-15.2015.71
ID  - Shi2015/12
ER  -