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2. Literature Review
For transnational negotiation, cultural difference is a very important and tedious variable. Negotiation is a process of cooperation, which makes it possible for both parties to achieve their best interests, but at the same time, it is a competitive process. Donald Viv Hanton in his "cross cultural in business negotiations" points that cross cultural business negotiations affect by the background factors and the impact of the climate variables. Stephen Weiss in his "complex international business negotiation Analysis” he pided into twelve variables .The variables influenced business negotiations. their opinion are different in the different factors of cross cultural negotiation,but its core is the same. That is to say, if you understand the cultural backgrounds in advance, the negotiators will effectively communicate with each other.文献综述
3. Cultural Conflicts in English and Chinese Business Negotiations
In business negotiations, negotiators from different countries have different language habits, cultural backgrounds and ways of thinking. Cultural conflicts are unavoidable in business negotiation. We analyze the causes and forms of cultural conflicts in business negotiation between Chinese and British and to work out effective ways to avoid cultural conflicts between Chinese and British.
3.1 Goals
In business negotiations, the Chinese people focus on the harmonious relationship and the win-win results. Goals in negotiations are different, Chinese negotiators are not strict with the quality of products. Countries as the UK, it is the early industrial development country, British businessmen are stricter with the quality of the product, and the British’s interest degree is not as deep as Chinese. Chinese and English set different negotiation goals, when the Chinese enterprise cooperates with the British, they often make cultural conflicts due to the inconsistent Co-operational expectation.
Nantong Xinfei Textile Corporation is an independent right to operate，it has engaged in the textile processing trade, it is a export and medium-sized enterprise. the Company has the good product and service which it brings the overseas customers.来!自~751论-文|网www.751com.cn
Case1: In September 2009, Nantong Xinfei Textile Corporation sent the negotiating team to a British company to conduct business negotiations. In the process of negotiations, the Xinfei Textile Corporation proposed to raise the price of orders, while the British ask the company whether the quality of the product is qualified to the standards. After negotiations, the negotiating team and the British company tangled too long time in product price. The company has always refused to compromise with the British, the British company is not satisfied with the negotiating team because the company spends long time in the price rather than pay attention to the quality of product. Eventually the negotiations failed.