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Excerpt from Term Paper: Chinese and Canadian Negotiation Styles When dealing with businessmen globally, it's critical to be aware of the cultural beliefs and values that shape their negotiation style and business behavior.
This is imperative for successful and positive business relationship because not all cultural foster similar beliefs and hence there can vast differences in negotiation styles.
These differences become more pronounced as we move from west to east because while most western countries may have few things similar in terms of culture and education, the same is not true for eastern countries.
In this paper we shall compare the negotiation style of Chinese and Canadians. This will help us understand what a business person from the west need to know about the Chinese business communication style in order to be successful in their relationship with them.
Negotiation refers to the process where two or more parties communicate with each other in order to reach a solution or agreement. In business negotiation takes place often when two parties come to deadlock and in order to move forward, they need to start a process of communication with the primary purpose of getting rid of the deadlock, reach an agreement and finally moving forward.
However the way two parties communicate is highly dependent on their cultural values and education. In western countries, there is more individualism than collectivism.
Similarly they tend to more aggressive during negotiation and are focusing on funding a solution. The same is not true for eastern countries especially China where negotiation is a collective process, it is not based on aggression and solution may not be the end result.
In many cases, days of negotiation with Chinese business persons may not end in a solution or agreement but the whole process would still be important to Chinese businessmen because it gives them an idea of who are they dealing with and if they can trust the person in future or not.
Some important characteristics of Chinese negotiations can be deduced from the key attitude and values of Chinese businessmen described below Graham and Lam, China is a culture that focuses on personal relationships.
For this reason, they tend to trust those in business whom they have known for a long time. Strangers are not trusted easily and this is key difference with Canadian people who tend to trust everyone as long as they bring a history of good business acumen and reputation.
Chinese would however be more comfortable working with relatives and good friends especially close family members and hence they do not forget kind deeds. Zhongjiang ren This is an important thing to remember.
Chinese will not be comfortable during negotiation without an intermediary. In the case of differences, it is the intermediaries who would first bring the issue to the table, help the two parties connect and then facilitate discussion. However this person must be known very well by the Chinese party or else the intermediary is useless.
Shehui dengji social status Chinese businessman will take social status seriously and hence the more critical a negotiation, the more senior should the representative be. In other words, Chinese people believe they have earned a social standing and by sending a low level representative, you will be seen as someone deliberately trying to overlook the importance of the negotiation meeting and hence it is important that if Chinese party has sent a high level representative, you must do the same.
Canadians are similar in this practice. They do not however make it a matter of social status but do not wish to negotiate a high level deal with a low level representative. Renji Hexie Deeper harmony on interpersonal level is always encouraged.This volume of essays is a collective rethinking of the national/transnational interface in Chinese film history and in film studies and cultural studies at large.
The contributors come from the various disciplines of Chinese history, Chinese literature, comparative literature, cultural studies, English, and film studies. Check Out Our Chinese Versus US Negotiation Essay Abstract Guanxi which means friendship is a Chinese way of making decisions and it begins with socialization rather than business discussion.
Negotiation is a decision-making process by two parties with opposing interests. In conflict resolution, we use negotiation mostly to settle differences between management and the unions through collective bargaining machinery.
|Extract of essay "Chinese and US Negotiation Styles"||Such conditions also create operational obstacles and competitive challenges for foreign players. These strategic paths will take companies beyond the cosmopolitan comforts of Beijing and Shanghai to regions and cities where business dealings frequently exude more traditional Chinese characteristics and follow local rhythms.|
|Sources Used in Document:||In conflict resolution, we use negotiation mostly to settle differences between management and the unions through collective bargaining machinery.|
We have explained collective bargaining earlier in this book. Here. Summary to essay on topic "Chinese and US Negotiation Styles" Wall () defines negotiations as the process of exchanging ideas between two parties.
They are normally conducted so as to articulate and possibly achieve either party's objectives. Investigation of Mexican and Chinese Negotiations: Culture’s Effect on Negotiating with Chinese and Mexican Negotiators Words | 11 Pages Essay on Families as Navigators and Negotiators.
An attempt is made in this study to illustrate how Chinese people approach conflicts, and thus how this affects their negotiation behaviours during business negotiation, which provides an empirical test of Chinese conflict management styles and their impact on negotiation outcomes.