A Comparative Study of Sino-US Business Negotiation Based on Hofstede's Value Dimensions

DOI

10.2991/msmi-16.2016.79How to use a DOI?

Keywords

Comparative study; Intercultural business negotiation; Culture dimensions

Abstract

The purpose of this study is to express how culture influences negotiation and misunderstandings are made due to different cultural values between Chinese and American business negotiations; to show further research of the cultural differences during business negotiation depending on comparative analysis and case study; thus give some tentative advices for future scholars to research the Sino-US business negotiation; come up with some reasonable proposals in order to decrease avoidable miscommunications or failures in intercultural business negotiations, following on these, people who engage negotiation can scheme the process and adopt proper strategies for the sake of achieving anticipative agreements and accomplishing business cooperation.

Copyright

© 2016, 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  - Xiao-Ying Yao
PY  - 2016/08
DA  - 2016/08
TI  - A Comparative Study of Sino-US Business Negotiation Based on Hofstede's Value Dimensions
BT  - Proceedings of the 2016 International Conference on Management Science and Management Innovation
PB  - Atlantis Press
SP  - 338
EP  - 340
SN  - 2352-5428
UR  - https://doi.org/10.2991/msmi-16.2016.79
DO  - 10.2991/msmi-16.2016.79
ID  - Yao2016/08
ER  -