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, there are mainly three differences between U.S and Chinese floriculture reflected in the process of business negotiation. 1. Differences in Focus As the Americans are considered as task-oriented, who t bar to look upon negotiation as a series of point to settle. Their manner of disquisition in negotiations is unambiguous and sometimes even offensive. They aim at clarifying and answer problems, but their frankness and personal effect often dishonor their much reserved and face-conscious Chinese counterparts. On the other hand, the Chinese, kindred negotiators from other Asian cultures, often stick out in a vague and indirect manner, maintaining face and avoiding emba rrassment. 2, Differences in Form Form elbow room communications protocol: the rules of etiquette and ingenuity for doing something.

Chinese culture is hierarchical, the size of their team up is commonly large, containing experts, decision makers, and other relevant people, the opening discussion testament 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 f orm of agreement, the Americans prefer expli! cit, write agreement, while the Chinese expect semipermanent cooperation, so they puzzle 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 obvious that verbal language has a standoff of limitations 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

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