Contents

Acknowledgments

Abstract

摘要

Chapter One Introduction-1

1.1 The Background and Significance of the Study-1

1.2 General Structure of the Thesis-1

Chapter Two Literature Review-3

2.1 Definitions-3

2.1.1 Cultural Adaptation-3

2.1.2 International Business Negotiation-3

2.2 Previous Studies on Cultural Adaptation-3

Chapter Three Cultural Adaptation in International Business Negotiation-5

3.1 Different Results of Cultural Adaption in International Business Negotiations-5

3.2 Factors Resulting in Cultural Differences in International Business Negotiations-6

3.3 Solutions to the Cultural Adaptation-7

3.3.1 Knowing More About the Cultural Differences-7

3.3.2 Dealing with Deadlocks by Cooperative Principle-8

3.3.3 Dealing with Deadlocks by Politeness Principle-9

Chapter Four Conclusion-11

4.1 Major Findings of the Study-11

4.2 Limitations and Suggestions for Further Study-11

References-13

Abstract

With the accelerated development of global economic integration, business activities between different countries are becoming more and more frequent. And international business negotiation has become an essential element of business activities in the 21st century. But because of the differences in the ways of thinking, customs and habits, and the way of expression, language, values and law, collision and conflict will inevitably occur in international business negotiations. And the collision and conflict will affect the smooth conduct of international business negotiations. Cultural adaptation often acts as a catalyst in international business negotiations. In order to make the negotiations smooth and achieve a win-win purpose, both sides of negotiations should acknowledge and understand the existence of cultural differences, and try to avoid or solve the problems caused by cultural differences. 

This thesis intends to make a research on the cultural differences in international bushiness negotiation from the perspective of cultural adaptation. And the aim of the study is to help negotiators to conclude the negotiation smoothly and successfully when cultural collision and conflict occur.

Keywords: international business negotiation  cultural differences  cultural adaptation