Abstract:China's trade surplus surged to a record 262.2 billion U.S. dollars in 2007. The figure represented a 47.7 percent growth over a year earlier. The United States remained China's second largest trading partner with the bilateral trade volume standing at 302.08 billion U.S. dollars last year while the European Union was the largest.(BBC 2008) The author attempts to seek for strategies of Sino-US commercial negotiations in terms of citing and analyzing three cultural differences, that is, the origins to different ways of thinking; language aspects; different attitudes towards relationship as well as four aspects of negotiation process: small talk, communication style ,ways of negotiation and reach the agreement. The style and the way of negotiations are determined by the cultural differences between the two countries. On analysis of the Sino-US negotiations in the decision-making process as well as that of cultural differences between the different styles of negotiations, understanding and showing tolerance to cultural diversity contribute to get the right alternative to cross-cultural negotiating strategies, that is, play an important role in the international commercial negotiations.
Key words: Sino-US commercial negotiations; negotiating style; cultural differences; strategy