20/233/2007/343 176486 1 1 . html

abstract

The so-called cross-cultural communication refers to a communicative activity in which people with different cultural concepts and symbol systems communicate in different ways. The purpose of understanding cross-cultural communication is to eliminate communication barriers and understanding barriers between different countries with different cultures.

This paper analyzes Sino-American business negotiation from the perspective of cross-cultural communication and pragmatics. Firstly, this paper introduces the relevant theories of culture and communication as the basis for understanding cross-cultural communication. On the theoretical basis, the author divides business negotiation into initial negotiation stage, centralized negotiation stage and decision-making stage. In the initial stage of the negotiation, the value system, thinking mode and interpersonal relationship between China and the United States were compared by means of cross-cultural communication. In the stage of centralized negotiation, the pragmatic habits of China and the United States are completely different. The differences are mainly reflected in the application of politeness principle, cooperative principle and cultural context. In the decision-making stage of negotiations, negotiators in China pay attention to interpersonal relationships and collectivism, while negotiators in the United States pay attention to individualism. Finally, effective negotiation strategies will provide a powerful tool for negotiators to gain support.

The analysis shows that successful negotiators should have the ability to successfully use cross-cultural communication and pragmatics in business negotiations, and an effective understanding of business context is also very important for successful communication. Undoubtedly, this article has certain value for effective communication in business activities.

Keywords: cross-cultural communication; Negotiation; Strategy; Stage; factor

content

Introduction ..................... 1

1. The relationship between culture and communication ... 2

1. 1 Definition of culture and communication ………………………………………………………………………………………………………………………………….

1.2 Cross-cultural communication and business negotiation ... IV

2. Related concepts in cross-cultural communication. seven

2. 1 value system. ….7

2.2 elements of thinking mode ..........................................................................................................................................................................

2.3 interpersonal relationship-social psychological perspective ….. 10/0

2.4 Stereotype-the perspective of cultural studies ... 6438+01

3. Analysis of Cross-cultural Business Negotiation ....................................................................................................................................................................

The main stage of business negotiation. …….. 12

3.2 Comparison of thinking modes of all parties 16

4. Effective negotiation strategies for successful business negotiation ......................................................................................................................................................................

4. 1 Improve cross-cultural awareness and cross-cultural sensitivity ... 22

4.2 Developing cultural adaptation and cultural interaction 23

Conclusion. 25

Bibliography 27