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Upon joining the WTO, China negotiations involving international commerce growing, and how to carry out effective cross-cultural negotiations proposition was mentioned on the agenda. Cross cultural differences in the negotiations, is extremely important and complicated variables. As the original Sino-U.S. joint venture company in Tianjin Otis a U.S. representative said, "Chinese partners at the negotiating table with us to demonstrate the different cultural values, Chinese people of the contract or agreement that the partner selection criteria for knowledge and software views, etc., are different from ours, negotiations sometimes it predicament : : "(quotation from the 1988 No. 4" Harvard BIA "). In response, a senior American entrepreneurs even asserted : "If we can effectively overcome the cultural barriers, U.S. investment, trade could have tripled. "

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After going into a life time of China, the negotiation that involves international company 贸 increase with each passing day, how carry on acrossing the culture to negotiate effectively of set question to be spoken of argument matter agenda.The cultural difference negotiates but talks to the multinational, is a very importance but change the quantity tediously again.Positive such as at first an United States what the representative said of the 斯 elevator company of the Central America joint venture Tienjin 奥 ," the Chinese colleague expresses in negotiating the table with our different cultural concept of value, Chinese to the viewpoint of the contract or agreement, to cooperate the colleague the standard of the choice, to the viewpoint etc. of knowledge and software, all with our dissimilarity, negotiate sometimes will therefore sink into the predicament …… ".( lead from Issue 4s of 1988 《 company 评 of Harvard 》 )To this, an experienced entrepreneur in the United States even affirms:" If can overcome the cultural obstacle availably, the United States invests to the 华 , the trade quantity can compare to increase now 200%."