Cultural Barriers to Business Negotiation- continue page 6 This case mainly reflects something before the talks, belongs to negotiation stage. Involving the question is that different culture whether to built relationship before negotiation. Chinese tend to build good personal relationship before the talks, and put the harmonious relationship as the guarantee of success between the negotiators. This refers to Chinese collectivism culture that Chinese attach great important to human, people-oriented and traditional are relationship oriented. Everyone is not a single individual that there is always a survival depends on social networking behind(8). Among the members only to maintain internal harmonious relationship that to achieve a maximum collective benefit. While America from individualism culture don’t think so, they usually directly which like to talks the issue immediately in the negotiation and think is waste of time that have nothing to do with the business. In this case, although American are happy with the reception, they are not aware of this reception behavior of deep meaning behind it. In other hand, Chinese don’t comprehensive understanding the American negotiation style is like to discuss issue directly that failure to this negotiation.