Cultural Differences In Negotiation

National refinement is generally believed to have influence on national negotiating style. The differences between the Chinese and American negotiating styles argon angiotensin converting enzyme of the most important factors responsible for the failures of U.S business with China. According to our analysis, in that respect are mainly three differences between U.S and Chinese purification reflected in the process of business negotiation. 1. Differences in Focus As the Americans are considered as task-oriented, who t termination to look upon negotiation as a series of point to settle. Their manner of communicate in negotiations is unambiguous and sometimes even offensive. They aim at clarifying and answer problems, but their frankness and personal exploit often dishonor their much reserved and face-conscious Chinese counterparts. On the other hand, the Chinese, kindred negotiators from other Asian cultures, often put up in a vague and indirect manner, maintaining face an d avoiding embarrassment. 2, Differences in Form Form elbow room communications protocol: the rules of etiquette and adroitness for doing something. Chinese culture is hierarchical, the size of their team up is ordinarily large, containing experts, decision makers, and other relevant people, the opening discussion ordain be very engineerally conducted, none of this has whatever real relevance to the issue being negotiated, but this stress is important. The American culture, by comparison, uses informal address. The Americans are not hierarchical, and they accompany little protocol in negotiation situations. As to the form of agreement, the Americans prefer explicit, compose agreement, while the Chinese expect semipermanent cooperation, so they place down stress on relationships but not the contract. For them, the agreement is a beginning of further cooperation while the Americans image it as the end of negotiation. 3, Differences in Non-verbal Behaviors It is obvi ous that verbal language has a stripe of li! mitations and non-verbal language can convey more information. Therefore, effective cross-cultural communication...If you want to get a beat essay, order it on our website: OrderCustomPaper.com

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