A Comparative Study of Sino-US Business Negotiations Based on Hofstede’s Cultural Value Dimension of Power Distance

Abstract

With the in-depth development of economic integration and globalization, international trade exchanges are becoming increasingly frequent. Many people engaged in international trade and investment have found that the economic ties between China and the United States are closer and more interdependent. At the same time, some people have also found that cultural differences between countries have hindered the normal play of their ability to conduct effective negotiations. The United States is a superpower with a developed economy, while China is a rising country in the world. There are obvious cultural differences and conflicts between the two countries. Due to the influence of cultural differences, business negotiations have become more complex. As a major element of international business negotiations, culture is often compared to the tip of the iceberg. Its hidden dimension determines the success or failure of international business affairs. Therefore, researching the topic of Sino-US business negotiations from a cultural perspective is of great significance. This article conducts research based on Hofstede’s cultural dimensions by comparing the influences of different cultural dimensions and respective cultural characteristics of China and the United States on business negotiations. At the same time, the article further conducts a case analysis of Sino-US business negotiations from ten aspects of Salacuse’s business negotiations. Through comparative analysis and research, the author aims to clarify the cultural differences between China and the United States and the impacts on Sino-US business negotiations caused by these differences, provide some feasible suggestions for people engaged in Sino-US business negotiations, and try to provide some reference opinions for people who will study this topic in the future.