Sino-AmericanBusinessNegotiationsACross-culturalPerspective

2.1.4.Deep Structure of Culture.......202.2 General Impacts of Culture on Business Negotiations.........262.2.1 Influences Exerted by Cultural Differences...............262.2.2 Consequences Caused by Cultural Differences.......27Chapter III Sino-American Negotiating Styles:A Cross-culturalPerspective…303.1 Negotiating Goal……313.2 Emphasis on Protocol.........353.3 Communication…383.4 Sensitivity to Time.....403.5 Emotionalism.......433.6 Form of Agreement……453.7 Decision-making….493.8 Willingness to Take Risks........51Chapter IV Conclusion and Recommendations for Chinese Negotiators554.1 Potential Problems in Intercultural Business Negotiations....554.1.1 Stereotypes…564.1.2 Ethnocentrism..................................................574.l.3 Prejudice…584.2 Recommendations for Chinese Negotiators.....................584.2.1 Cultivating Cultural Awareness and Sensitivity..........58