A Brief Analysis of Cross-Cultural Factors Affecting Sino-US Business Negotiations

Abstract

China's market opening has deepened as a result of reform, opening up, and the operation of a market economy, and bilateral interactions have gradually increased. Successful cross-cultural business negotiations can enable companies to better participate in economic competition and cooperation between companies internationally and promote the burgeoning of international trade in their own countries. Cross-cultural business negotiations are becoming more and more important between nations. However, cultural differences are often a major factor in the failure of Chinese and Western business negotiations. Therefore, it is important to clarify the cross-cultural factors that influence business negotiations and the strategies to deal with them. The paper aims to analyze how cultural differences between China and the United States affect cross-border business talks and to pinpoint practical coping mechanisms. The paper summarizes the cross-cultural factors that generally affect Chinese and American business negotiations from the literature on international business negotiations and cross-cultural communication.