Cross-Cultural Negotiation Language Practices: A Comparative Analysis of Implicit and Explicit Communication – A Case Study of Sino-American Negotiations

Abstract

This study examines how language is employed in cross-cultural negotiations, with a particular focus on a comparative analysis between implicit and explicit communication approaches. Using negotiation practices between China and the United States (US) as a representative case, this study investigates the differing language styles observed at the negotiation table. The findings reveal that Chinese culture tends to favor a euphemistic and indirect communication strategy to preserve social harmony and interpersonal rapport. In contrast, US culture is inclined toward direct and unreserved expressions, prioritizing accuracy and efficiency in information exchange. These culturally ingrained differences in language practices are often sources of misunderstanding and can present communication barriers in cross-cultural negotiation contexts. However, the findings also reveal that negotiating parties can effectively mitigate such conflicts by fostering mutual understanding and respect for one another’s cultural backgrounds and communicative approaches and adopting adaptive communication strategies, resulting in more successful and smoother negotiations. This research also provides practical recommendations to help negotiators adapt their communication strategies when facing cultural differences. These guidelines aim to enhance cross-cultural communication and collaboration, ultimately leading to more successful cooperative ventures.