Abstract: The success of international business negotiations is the prerequisite for an enterprise to obtain the competitiveness in the international market. However, people from different cultural backgrounds often encounter obstacles in negotiations on account of various factors, and way of thinking is one of them. Understanding the differences between Chinese and Western traditional way of thinking can help business negotiators to win the initiative in negotiations. On the basis of previous studies, this paper summarizes the main differences between Chinese and American ways of thinking and analyzes the causes from the aspects of history and society. Meanwhile, for the American specific negotiation styles and tactics, it will discuss how to develop the applicable strategies. The aim of this paper is to get a clear picture of the differences between Chinese and American ways of thinking including their impacts on negotiations which is expected to help us develop effective strategies to guarantee successful international business negotiations.

Key words: way of thinking; causes; strategies

CONTENTS

Abstract

摘要

1. Introduction.1

2. Literature Review1

3.Differences Between Chinese and American Ways of Thinking in Sino-US   Business negotiations.3

3.1 Synthetic Thinking VS Analytical Thinking 

3.2 Subjective Thinking VS Objective Thinking

3.3 Spiral Thinking VS Linear Thinking

4.Causes of Differences Between Chinese and American Ways of Thinking 5

4.1 Historical Reasons

4.1.1. Historical Revolutions

4.1.2. Religion and Philosophic Concept 

4.2 Social Reasons

4.2.1. Agricultural Civilization VS Industrial Civilization

4.2.2. Economic and Political system 

5.American Negotiation Styles and Countermeasures .8

5.1 The American Negotiation Styles

5.1.1. Pragmatic and Efficient

5.1.2. Contract-valued and Individualistic 

5.1.3. Frank and Confident

5.2 Strategies of Business Negotiation

5.2.1. Attitudinal Strategies 

5.2.2. Situational Strategies 

6.Conclusion11

Bibliography.13

Acknowledgments14