StudentShare
Contact Us
Sign In / Sign Up for FREE
Search
Go to advanced search...

Chinese and US Negotiation Styles - Essay Example

Cite this document
Summary
Wall (1985) 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. Kipnis and Schmidt (1983) assert that negotiations are things that take part in our day to day lives…
Download full paper File format: .doc, available for editing
GRAB THE BEST PAPER97.1% of users find it useful
Chinese and US Negotiation Styles
Read Text Preview

Extract of sample "Chinese and US Negotiation Styles"

Download file to see previous pages

This stems from the fact that cultures, objectives and situations may influence people's behaviour. There have been certain characteristics that are distinctly common among certain negotiators. This means that one can identify particular countries with particular negotiating styles. This particular essay will focus on the characteristics prevalent among the American negotiations and the Chinese. This is because the latter parties are quite different. There have bee major conflicts that have arise from those differences.

However, one must not under estimate the fact that there are in deed some similarities between these two groups. (Bazerman & Carroll, 1987) Sun Tze is undoubtedly one of the most influential war strategists and authors in the Chinese traditional culture. His teachings shaped the cultural beliefs held by the natives of his homeland. In his book, the Art of War, the author stresses the fact that real prowess is depicted when an opponent uses wit to subdue his enemy rather than direct confrontation.

The main message behind his teachings was psychological manipulation. This is something that has been adopted by Chinese negotiators and businessmen. They usually engage in psychological warfare of wits where they attempt to change their adversary's state of mind through the use of intellect. Sun Tze' came up with thirty six proverbs that brought about one hundred Chinese characters. These are still features eminent when conducting negotiations with them. (Sun Bin Tze, 2001)Agrarianism versus urbanismIn present day, most of the Chinese inhabitants live in the country side.

This is deduced from the fact that close to sixty seven percent of the population is largely a labouring one. This implies that those inhabitants are largely influenced by their agrarian values. There are certain features that are necessary in order to survive in that system. First of all, there is a strong sense of loyally among them. On top of this, the whole system is holistic rather than individualistic. There is a need for a lot of harmony and cooperation for the agricultural community to achieve success.

These farmers remain true to their family hierarchies. Consequently, these values and beliefs trickle down to most members of the population. It should be noted that even those people residing in the City, were brought up in the country side and most of them still hold true to agrarian values. (Zhang and Yang, 1998)Agrarian values take up greater precedence than business values as highlighted by some Chinese philosophers like Fung Yu-Lan. He believed that agriculture symbolised the roots while commerce symbolised the branches.

Even economic and social theories were more biased towards the roots than the branch. This is the reason why merchants who mainly dealt with 'branch' issues were not held in high regard as compared to others.In contrast, most of the US population is largely urban. Consequently, their values will depict the urban culture and beliefs. However, when one traces American culture, there is a large influence from the cowboy culture. In this sort of culture, there was a tendency to jump into issues head on.

For example, cowboys were notorious for shooting suspicious characters on sight even before finding out where they were coming

...Download file to see next pages Read More
Cite this document
  • APA
  • MLA
  • CHICAGO
(“Chinese and US Negotiation Styles Essay Example | Topics and Well Written Essays - 4250 words”, n.d.)
Retrieved from https://studentshare.org/miscellaneous/1512033-chinese-and-us-negotiation-styles
(Chinese and US Negotiation Styles Essay Example | Topics and Well Written Essays - 4250 Words)
https://studentshare.org/miscellaneous/1512033-chinese-and-us-negotiation-styles.
“Chinese and US Negotiation Styles Essay Example | Topics and Well Written Essays - 4250 Words”, n.d. https://studentshare.org/miscellaneous/1512033-chinese-and-us-negotiation-styles.
  • Cited: 0 times

CHECK THESE SAMPLES OF Chinese and US Negotiation Styles

Negotiation in China

Better negotiation styles and skills are therefore very necessary in bringing competitive advantages and benefits....  The purpose of the study is to determine managers' perceptions regarding specific characteristics needed for successful negotiation in China.... The paper answers the following question: Do business managers and foreign investors prefer certain negotiation process with China?... To create competitive advantage among foreign investors going to china, there is a dire need to train them in international manners and customs so that they can learn a better negotiation style that is appropriate for China....
5 Pages (1250 words) Research Paper

National Innovative Capacity: Charlene Barshefsky

In this paper “National Innovative Capacity: Charlene Barshefsky” the researcher will analyze the case study related to cross-cultural negotiation challenge faced by Charlene Barshefsky while dealing with intellectual property rights (IPR) issue between USA and People's Republic of China.... The researcher will take a conjectural view to summarize the key issues in the case and negotiation barrier faced by Charlene Barshefsky while dealing with the negotiation process....
8 Pages (2000 words) Case Study

A self assessment on intercultural negotiating skills

There are different communication styles that can be used and these will be outlined in the paper.... According to a study conducted by Misa Fujio (2004) entitled “Silence during intercultural communication: a case study,” it can be noted that styles of communication between the people involved in the communication process differ as a result of the fact that they have different cultures.... Introduction negotiation is characterised by speech as well as non verbal communication and is mainly influenced by different cultural factors (Kennedy, 2004)....
4 Pages (1000 words) Essay

The Formal Rules and Informal Rules of China

They also want to extend hospitality to demonstrate their respect for others and their own appreciation of the finer things in life. According to international business leaders, the difference in chinese and other cultures are the greatest challenge to doing business in China.... However, such advice wont sustain the kind of prolonged year in, year out associations that chinese and western business people achieve.... Many foreigners often find these elements as confusing, but to ignore them at any time during the negotiation process, the deal will easily fall apart....
16 Pages (4000 words) Essay

INDIAN NEGOTIATION STYLES

With my dissertation on Indian negotiation styles, I seek to justify my research topic and to discuss a similar dissertation.... Discussion of a similar dissertationMy selected dissertation is Torres' research on Chinese negotiation styles in international business negotiations.... Bahasa, Batik, and Bargaining: An exploratory study of the negotiation styles and behaviors of Indonesian managers.... Chinese negotiation styles in international business negotiations....
2 Pages (500 words) Essay

Cultural Impact on Negotiation

This paper "Cultural Impact on Negotiation" presents the differences and similarities which lie between French and Chinese negotiating styles.... After reading the provided comprehensive view of both the cultures, which entails a detailed analysis of business culture, communication styles, societal culture, and many other important aspects, you would be able to identify and understand the key distinctions and would have a fair idea of Mr.... hellip; Tan pan is the Chinese word for negotiation and is a combination of character meaning “to judge” and “to discuss”....
12 Pages (3000 words) Research Paper

The Comparison Between Negotiation Style in China and USA

The paper discusses the rich history of Chinese Culture that deeply influenced the style of negotiation in China.... The main components of Chinese Culture that influenced negotiation are agrarianism, hierarchy, morality, pictographic language and suspicion of foreigners.... hellip; negotiation in China is deeply influenced by its culture.... But negotiation or business deals in the USA is based on trust and mutual understanding....
7 Pages (1750 words) Research Paper

Cross-Culture Negotiations

The author of the paper “Cross-Culture Negotiations” states that it is important that individuals understand the potential issues of cross-cultural correspondence, and endeavor to overcome these issues; it is crucial to accept that one's deliberations will not generally be fruitful.... hellip; For example, one need to dependably admit that there is a serious probability that cultural contrasts bring about correspondence issues, and be ready to be patient and forgetting, as opposed to dangerous and forceful if issues create....
6 Pages (1500 words) Essay
sponsored ads
We use cookies to create the best experience for you. Keep on browsing if you are OK with that, or find out how to manage cookies.
Contact Us