On Cultural Factors in Sino-American Business Negotiations

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.