OnculturaldifferencesinSino-USbusinessnegotiations

毕业论文（设计）and negotiation can be found,and details on how cultural differences affectnegotiation between Sino-US business negotiations are also shown in this paper.Intoday's global environment,only those negotiators who fully understand theopponents'culture and cultural effects on negotiation can be successful ininternational business negotiations.2.Literature review2.1 Definition of Culture and cultural differenceCulture has been defined in a variety of ways,and scholars have never been ableto agree on defining this term.One of the earliest well-known definitions was givenby the British anthropologist Edward Tylor in his book Primitive Culture:culture is acomplex whole which includes knowledge,belief,art,morals,law,custom,and othercapabilities acquired by man as a member of society (1872:189).Since then hundredsof other definitions have been offered.For example,Swedish writer Selma Lagerlofdefines cultures as "what remains when that which has been leaned is entirelyforgotten (1908:76)".And Ralph Linton defines:"a culture is the configuration oflearned behavior and results of behavior whose component elements are shared andtransmitted by the members of a particular society"(1945:21).While Geert Hofstede,an expert on management and cross-cultural differences,in Cultural Consequences,defined culture in this way:"the collective programming of the mind whichdistinguishes the members of one human group from another"(2001:386).Although-2