Cultural Differences between China and America in the International Negotiations under the Cultural Dimensions

Yuanyuan Long, Qinglan Lei


As the booming development of the world economy, it is inevitable for all countries to talk with each other and dialogues among different countries have become a new normal. As the two largest economies in the world, China and the United States hold talks more frequently. On the surface, it seems that the talks are just a psychological fight or game among the participating negotiators. However, it is a fact that the negotiations are about a collision between different cultures. Due to cultural differences, different performances have been made during the process of talks and have affected the quality and efficiency of the dialogue to a great degree. Based on the cultural dimensions, this paper will focus on studying the styles of Chinese and American negotiators on expression, the value of time, decision making and the final goal in the negotiations from the perspective of the dimensions, individualism-collectivism dimension and long-term and short-term index dimension, so as to provide some suggestions for the Chinese negotiators and provide a reference for achieving mutually beneficial international dialogues.

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