Abstract

All communication is cultural -- it draws on ways we have learned to speak and give nonverbal messages. With the implementation of the Economic Reform and Opening policies, more and more Chinese companies do business with the foreigners. When negotiating with the delegates from different countries, cross-cultural communications play an important role. Culture differs from one another, which influences the style, the time, and the course of negotiations. If distorted, cross-cultural communications may weaken a company’s position in the market, prevent it from accomplishing its objectives, and ultimately lead to failure of negotiation.

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