Sino-American Business Negotiations: A Cross-cultural Perspective
Contents
Chapter I How Negotiations Work: An Overview· 7
1.2 Major Elements of Negotiation· 8
1.2.2 Power (Bargaining Strength) 10
1.3 The Cross-cultural Negotiation Process· 12
Chapter II Culture and its Impacts on Negotiations· 15
2.1.1 Definition of Culture· 15
2.1.2 Characteristics of Culture· 16
2.1.3 Cultural Orientations· 19
2.1.4. Deep Structure of Culture· 20
2.2 General Impacts of Culture on Business Negotiations· 26
2.2.1 Influences Exerted by Cultural Differences· 26
2.2.2 Consequences Caused by Cultural Differences· 27
Chapter III Sino-American Negotiating Styles: A Cross-cultural Perspective 30
3.8 Willingness to Take Risks· 51
Chapter IV Conclusion and Recommendations for Chinese Negotiators 55
4.1 Potential Problems in Intercultural Business Negotiations· 55
4.2 Recommendations for Chinese Negotiators· 58
4.2.1 Cultivating Cultural Awareness and Sensitivity· 58
4.2.2 Making sufficient preparations· 60
4.2.3 Having a Good Command of the Target Language· 60
4.2.4 Laying Great Emphasis on Non-verbal Communications· 61
