Culture involves a complex variety including thoughts, ideas, as well as behaviors, on one side and feeling, beliefs and values at the other ends. Worldwide negotiations bring culture to the front position since the influence of cultural associations on negotiation. United States negotiators could need to be ready for diverse negotiation methods as well as how to react to these dissimilarities to make sure achievement in the negotiation. This review provides highlights on appreciating and understanding the culture, emphasize the significance of self-reflection, in negotiation as well as how individualism, culture as well as American manager in China assessment combined to influence the negotiation process.
China has a framework that is community-based when negotiating for a deal. The community-based representative negotiates through the lenses of the community that drives the underlying motivator. Here, community means all the values and constituents the negotiator advocates. Additionally, the community could imply a negotiator’s village, family, tribe, group, or state. However, in this situation, the community means the Republic of China. Often the China individuals negotiate with the aim of prosperity and stability in the community as the main objective. Community harmony and acceptance plays a significant part in the China community (Ferraro, 2010). For instance, under China community-based tactic, a farmer might not be ready to sell a certain part of his products to a foreign nation, as there will be a shortage in the community. The fundamental values in this situation entail the impression that the product of the community remains entangled with one of their individual’s desires. Subsequently, that protection of the community, as well as perhaps their manner of life, overweighs the wish for individual and economic gain.
Another China framework entails having saving face. China likes saving much unlike the US that does not have the culture of saving. China culture puts much significance on saving culture. A Chinese negotiator might not settle in aftermath that makes her or him embarrassed or ashamed. The difficult might not be concerning the contract, nevertheless how it is outlined as well as how the negotiator would look before the community.
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An American negotiator remains goal-centered as well as considers that there could exist a short-term, equally acceptable contract that excludes an undertaking of further protection or dealings for the other individuals. In China culture, a negotiator might feel the need to have a long association with the negotiator. This might affect the dealings as planned by an American negotiator. He might additionally feel that the condition of a contract should reveal the impression that a long-term association is being followed. On the other hand, an American negotiator would like to benefit from understanding if China negotiation is an association-based instead of goal-centered, to improve the negotiation. This might affect the deal as the two parties are pursuing different goals and agendas.
The China negotiator who uses relationship-based will ask broad individual questions over the negotiator as well as try to create an association (Gesteland, 2013). A negotiator might get himself being requested to partake in China social, recreational and events. The China negotiator who uses relationship-based will perhaps talk issues of the future: long-term agreements, future dealings, as well as plans. Subsequently, the anticipation that there would be numerous meetings could be an indication that the counterpart might plan to take more time to understand the negotiator, create a relationship, as well as establish confidence before agreeing. From this understanding, it remains clear that the China counterpart might need enough time to decide on a deal (Low, Elms, & Organización Mundial del Turismo, 2013). Contrary to the American who understthe ands that time is money will have it haa rd to make such a dealing with the Chinese counterparts.
Being conscious that the China negotiating partners might not share confident essential values might influence the United States negotiator’s method. A representative would be well served to self-assessment as well as being open-minded to the diverse methods from China counterpart.
Preparation well to deal with the Chinese negotiator. Understanding the Chinese, the culture will help in dealing with such a situation. Also, it plays a significant role in making deals when the culture is known before moving to China. Secondly, figure out the China negotiating tactic as this would give a benefit. Once identifying the characteristics of the Chinese negotiation tactic, this will become easier for the American manager to make a deal with the Chinese counterparts.
References
- Ferraro, G. P. (2010). The cultural dimension of international business. Upper Saddle River, NJ: Pearson. http://www.worldcat.org/title/cultural-dimension-of-international-business/oclc/535528727
- Gesteland, R. R. (2013). Cross-cultural business behavior: A guide for global management. Copenhagen: Copenhagen Business School Press. http://www.worldcat.org/title/cross-cultural-business-behavior-a-guide-for-global-management/oclc/1002109004
- Low, P., Elms, D. K., & Organización Mundial del Turismo. (2013). Global value chains in a changing world. Geneva: World Trade Organization. http://www.worldcat.org/title/global-value-chains-in-a-changing-world/oclc/1010579998
