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

摘要

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.