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.

关键词： high-context culture low-context culture differences Sino-USA business negotiation

作者: ZHOU Guiying

作者单位: School of Economics and Management, Zhengzhou University of Light Industry, P.R.China

会议类型: 国际会议

会议名称: 2011 泉州技术管理研讨会(Quanzhou Conference on Management of Technology MOT2011)

会议地点: 福建泉州

会议语种:英文

页码: 221-225

在线出版日期: 2011-04-16（万方平台首次上网日期，不代表论文的发表时间）