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The Frontiers of Society, Science and Technology, 2020, 2(10); doi: 10.25236/FSST.2020.021019.

Chinese Business Culture: Identifying Misunderstandings and Offering Recommendations for American Negotiators


Xinying Hou1,*, Mingyue Tang2, Jiayi Lin3, Weibo Huang4, Jiazeng Xu5

Corresponding Author:
Xinying Hou

1 Uwc Changshu China, No. 88 Kun-Cheng-Hu-Xi Road, Changshu, 215500, Jiangsu, China

2 Northland Christian School, 4363 Sylvanfield Drive Houston, TX 77014, USA

3 Nanjing Foreign Language School Xianlin Campus, Nanjing, 210046, China

4 Lake Forest Academy, 1500 West Kennedy Road, Lake Forest, Illinois, USA

5 Arrowhead Christian Academy, 105 Tennessee Street, Redlands, Ca92373, USA

*E-mail: [email protected]

*Corresponding Author


In the era of globalization, intercultural communication becomes increasingly important for businesses to enhance their growth. However, the differences among cultures create barriers and challenges for companies to achieve success during intercultural negotiation. Thus, this paper introduces the unique business practices in China from the influence of nation-state, moral cultivation, Chinese stratagems, and cultural dimension aspects. It also examines the differences between China and the US, and it identifies various misunderstandings at the negotiation table from both verbal and non-verbal communication. Lastly, the paper provides five recommendations for American executives to prepare before negotiating with Chinese counterparts, including hiring a Chinese-to-English translator, attending trainings, inviting to a dinner, apologizing first instead of arguing, and speaking indirectly.


Negotiation, Business, Chinese, American, Misunderstanding

Cite This Paper

Xinying Hou, Mingyue Tang, Jiayi Lin, Weibo Huang, Jiazeng Xu. Chinese Business Culture: Identifying Misunderstandings and Offering Recommendations for American Negotiators. The Frontiers of Society, Science and Technology (2020) Vol. 2 Issue 10: 99-103. https://doi.org/10.25236/FSST.2020.021019.


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