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weather; hence emerged the initial idea of harmony of man with nature. Later the idea of harmony is applied to human society and was also adopted by Confucianism. Confucianism stresses the need to achieve harmony in society through moral conduct in all relationships: adapting to the collectivity, controlling emotions, and avoiding confusion, competition and conflict. Therefore, Chinese people try their best to avoid conflicts with others for the sake of harmony.
3.3 Cultural Influences in Sino-U.S. Business Negotiation
Culture has a profound impact on people’s daily life as well as economic filed. Among many people who have explored cultural influence on business negotiation, Hofsted’s contribution is most promising. He conducted a comprehensive study of how culture influences the economic activities especially that of negotiation based on 116,000 questionnaires of values of employees of the multinational business organization IBM in 72 countries which were collected between 1967 and 1973. Through this study, Pro.Hofsted put forward his idea of four dimensions of cultural difference, which include individualism-collectivism, power distance, uncertainty avoidance and masculinity-femininity. According to dates provided by Geert Hostede in Cultures and Organizations: Software of the Mind (London: McGraw-hill, 1991), 26. China and America are of great difference regarding the first two cultural dimensions. Therefore, we will focus on the first two dimensions since we take Sino-U.S. business negotiation as study objective. For Edward Hall, we will only study his monochromic time and polychromic time.
3.3.1 Individualism Versus Collectivism
Because of the profound influence of Confucianism, china is a typical collectivistic culture. Such culture require an absolute loyalty to the group, though the relevant group might be as varied as the family, community, or even the country a person was born. In collectivist cultures, group value are viewed much more important than that of individuals, usually, decisions are always made based on the whole interests of the group. Consequently, Chinese people have a strong conscious on “we” and pay great emphasis on group.
Loyalty and harmony are of great importance within a company, people try their best to maintain a harmonious atmosphere and avoid direct conflict with others. Motivated by such value orientation, Chinese people always attach great importance to the term of face. They expect their own face can be well accepted, and in turn they will protect the face of others. America culture value individualism, people of individualism are highly individualistic, believe that people are only supposed to take are of themselves, and perhaps their immediate families. In individualist cultures, the autonomy of the individual is paramount, and freedom of expression is highly valued. Key words used to describe this cultural pattern include independence, privacy, self, and all the important I. for America people, they make little difference between in-group and out-group communication. In business negotiation, they tend to be aggressive and eager to get things settled quickly, so American people are task-centered. On the contrary, Chinese people belong to relationship-centered culture, they spent a lot of time on establish a sound relationship in business and try to avoid any action or speech that will disrupt harmony. 　

This distinction in negotiating