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中美文化差异对商务谈判的影响
CONTENTS
Abstract(1)
Introduction(2)
Chapter1DefinitionsOfCultureandBusinessNegotiations
(3)
1.1Culture(4)
1.2BusinessNegotiations(5)
Chapter2AnalysisofCulturalDifferenceBetweenChinaAnd
America(5)
2.1Individualismvs.Collectivism(5)
2.2InductiveThoughtvs.DeductiveThought(6)
2.3Low-contextvs.High-context(7)
Chapter3TheImpactofCulturalDifferenceonSino-
AmericanBusinessNegotiation(11)
3.1ThememberofNegotiationTeam(10)
3.2FormsofAgreement(11)
3.3PaceofNegotiationProcess(11)
Chapter4SuggestionsforEffectiveCross-cultural
Negotiation
4.1OvercomingCulturalBias(12)
4.2PreparingWellbeforeNegotiation错误！未定义书
签。
4.4OvercomingCommunicationObstacles(15)
Conclusion(20)
Notes(22)
Bibliography(23)
ImpactsofCulturalDifferenceson
Sino-U.S.BusinessNegotiations
JiangYufeng
（ForeignLanguageDepartment,HunanCityUniversity,
Yiyang,Hunan413000,China）
Abstract：Withtherapiddevelopmentofeconomictrade
betweenchinaandAmerica,thebusinesscontactsofthetwo
countriesbecomemoreandmorefrequent,theimportanceof
businessnegotiationgetsobviousgradually.However,thehuge
culturaldifferencesbetweenthetwocountriesmaygiveriseto
potentialculturalconflictsandunnecessarymisunderstandings.
Soitisimperativethatnegotiatorsshouldlearnthecultural
factorsinSino-U.S.businessnegotiation.Thethesisemphasizes
theimportanceoftakingculturalsensitivitiesintoconsideration
duringbusinessnegotiationtomakepropernegotiationtactics.
Inviewofsuchasituation,thisthesismakesanefforttohighlight
theculturalimpactsonnegotiationand
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