Negotiating In China

Erika Penner
Perspectives
11/3/09
Getting to “Shi”
Negotiating in China
demonstration
earlier attempting to negotiate internationally, caper professionals must understand ethnic differences and why they exist. Although there atomic number 18 many differences, the three intimately important differences in Chinese vs. Ameri buttocks negotiation styles can be distinguished by three key elements: the vastness of relationships, the distrust of foreigners, and the respect for social hierarchy. These elements have deep ethnic roots in China.
Shehui Dengji (Social Status): Respecting one’s superiors is the foundation of Chinese culture and Confucian rates. Children are required to obey their parents, employees their bosses, and wives their husbands. Whereas Americans are traditionally egalitarian, the Chinese are hierarchical, and authority is highly respected. Before negotiating a business deal in China, professionals should understand and observe the hierarchical structure of the company they wish to work with. For example, at the manufacturing factory in China, Ron Severson understood that although Mrs. Chen ran most of the business negotiation, Mr. Chen always had the final say.



(Severson, 2009)
Common Pitfalls
The following scenarios play the most common reasons for negotiation breakdown between Chinese and American business professionals.
Intellectual property theft: patch westerners value monetary assets, the Chinese place more value on non-economic assets such as design, technology, and business plans. Again, the problem for westerners frequently lies in the contract and in the false sense of aegis they derived from all the “trust talk” during the relationship-building phase. If a westerner has non done his due diligence to protect his intellectual property, erst the intellectual property is transferred, the Chinese partner will a great deal take the knowledge,...If you want to get a full essay, coiffure it on our website: Ordercustompaper.com



If you want to get a full essay, wisit our page: write my paper