Chinese negotiation style Essay Example | Topics and Well Written Essays - 3500 words

Chinese negotiation style - Essay ExampleCoping with cultural differences was class-conscious as the first concern among logical argument tidy sum. Other chall(a)enges included international trade dispute affecting personal line of credit partners and intellectual property issues. Although the international business community has made great strides in understanding chinawares tradition, it is still important to be sensitive to the issues raised by cultural differences.Most westerners, when preparing a business trip to China arm themselves with a handy, one-page list of etiquette how tos, carry a boatload of business cards and bring their own interpreters, thats what Chinese tipsters say. However, such advice usage sustain the kind of prolonged year in, year out associations that Chinese and western business people achieve. In fact, breakdowns between foreigners and Chinese business people happen time after time. The main cause of failure is that of the westerners, to understand the much broader context of Chinese culture and values, a problem that too very much leaves western negotiators both confused and flailing. (Lin 2003)The cultural influences outlined on the PowerPoint will give a clearly defined set of elements that underpin the Chinese negotiating style. umpteen foreigners often find these elements as confusing, but to ignore them at any time during the negotiation process, the deal will easily fall apart. (Graham 2003) These are in order of most important1. Guanxi (Personal Connections)The Chinese place a premium on individuals social capital with their group of friends, relatives, and close associates.2. Zhongjian Ren (The Mediator)Business deals for Westerners in China dont have a chance with the zhongjian ren, the intermediary. In Australia, we tend to trust others until or unless were given reason not to. In China, suspicion and distrust characterize all meetings with strangers.3. Shehui Dengji (Social Status)The causal style of communicati on in Australia, such as You can just call me Ben does not play well in a dry land where the Confucian values of obedience and deference to ones superiors remain strong. The formality goes much deeper, however - profound so, to many Westerners.4. Renji Hexie (Interpersonal Harmony)The Chinese sayings, A man without a grinning should not open a shop, and Sweet temper and friendliness produce money, speak volumes about the importance of harmonious relations between business partners.5. Zhengti Guannian (Holistic Thinking)The Chinese think in terms of the whole, while Australians think sequentially and individualistically, breaking up complex negotiation tasks into a series of small issues price, quantity, warranty, delivery and so forth. Chinese negotiators tend to talk about those issues all at once.6. Jiejian (Thrift)Chinas long history of economic and political instability has taught its people to save their money, a employment known as Jiejian. Chinese business negotiators will try to save money through a lot of bargaining over price -