Impact of Differences between High-context and Low-context Communication on Sino-USA Business Negotiation

摘要

China and the U.S.A. belong to high-context and lowcontext cultures respectively. There exist many differences between high-context and low-context communication and these differences are attributable to the roots of history and religion. The differences have great impact on Sino-USA business negotiation. In order to improve the success rate of Sino-USA business negotiation, some countermeasures should be taken in negotiation practice such as expressing what is to be conveyed directly, adjusting the perception of time, being more deal-focused and getting down to business directly so as to put through the deal as soon as possible.