Abstract

At present, the world is in an era of economic globalization and gains rapid development. The business interactions between countries are increasing, which results in frequent business activities. Economic interdependence can make the enterprise cooperation become more effective. Successful business must be beneficial to the development of the enterprise. And a successful business, to a great extent, depends on the mutual benefit of the agreement. To reach agreement, both parties have to negotiate. Therefore, negotiations are very common but very important in the business world. It can be understood as a process during which two parties with an aim to achieve mutual benefits discuss common and conflicting interests.
 
In recent years, the trade relations between China and the United States are in good condition, and the sound relationship is paramount for people of the two countries and even the future of the whole world. China has become a major trade partner of US, making the number of business negotiations between China and the US dramatically increase. Therefore, how to conduct win-win, successful negotiations gradually becomes the hot topic of negotiators, scholars and experts. But because of the great cultural differences between China and America, different conduct of the people from two cultural backgrounds, and focus on different aspects of the agreement, all these could give rise to the unnecessary misunderstanding in the negotiation process.

Cultural differences will inevitably lead to the cultural conflicts. Especially in the United States and China, there are large differences between cultures. These Unexpected failures often involve cultural factors. Therefore, to guarantee successful negotiations, the negotiators should improve their awareness of cultural differences. Therefore, the paper has the important practical significance for it aims to analyze the Sino-US cultural differences in the business negotiations and study how cultures influence business negotiations.
 
From the perspective of the Sino-US cultural differences, the article illustrates the importance of understanding cultural differences in the international Business negotiations. Finally it expounds that in business negotiations we must understand the cultural differences and thus make appropriate negotiation strategies so as to win a business deal.

Key words : economic globalization, business negotiation, Sino-US cultural differences, negotiation strategies