Proceedings of the 2015 International Conference on Social Science and Higher Education

On Cultural Factors in Sino-American Business Negotiations

Authors
Liguo Shi, Xiaojuan Zeng
Corresponding Author
Liguo Shi
Available Online December 2015.
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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Volume Title
Proceedings of the 2015 International Conference on Social Science and Higher Education
Series
Advances in Social Science, Education and Humanities Research
Publication Date
December 2015
ISBN
10.2991/icsshe-15.2015.71
ISSN
2352-5398
DOI
10.2991/icsshe-15.2015.71How to use a DOI?
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/).

Cite this article

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  -