Weitere ähnliche Inhalte Kürzlich hochgeladen (20) Cross-cultural Negotiations With China1. Cross-Cultural
Negotiations
with China
By: Noriko Tan & Sarah Ong
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2. W C ?
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3. fb w r f
E W r
The ‘Invisible’ Great Wall
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4. The world’s toughest
‘... the Iranians whom I
once called the world’s
toughest negotiators,
were second-rate
compared to the
Chinese.’
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5. 1 I rp r
R p
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6. -
- xi
guan
Cultivating good relationships with
business partners is essential.
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8. I v Or
How it all began?
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9. Reciprocal
Obligation
Morally
expected to
improve welfare
of family &
friends
Confucianism
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10. Unstable
Legal System
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11. F S
Building guan xi
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12. Use a trusted middleman when
negotiating with the Chinese
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13. 2 F
mian zi
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14. “Every person has a face,
for the same reason that
the tree has a bark.”
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15. Losing Face
endangers negotiations
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16. They avoid saying ‘No’
There’s always more than one way to flay the fish.
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17. L f r
r
f ‘N ’
it’s inconvenient
it’s too difficult
hmm, maybe?
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18. pr f r
...
to do
business
with large &
reputable
companies to
gain face
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19. Reciprocity
Chinese give ‘face’ to others and
expect something in return.
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20. I v Or
How it all began?
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21. If you don’t
Incentive to mind losing
behave morally face, you’re
right shameless
‘Sense of
Shame’ Confucianism
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22. F S
Dealing with the
Chinese Face
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23. H p f
Avoid any actions that
will cause them to lose
face
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24. 3 G vr
zheng fu
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25. The Chinese
government is the
biggest boss.
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26. “... importance of
Chinese politics to
businesses is not
comprehended by
many Westerners”
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27. S f r
“You have tea until it’s
coming out of your
gills... and at the end
they’d tell you they
weren’t really the
people to speak to.”
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28. He who does nothing, makes
no mistakes.
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29. F S
The Right Path
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30. G R Pr
“It only took the Chinese premier
1.5 hours to settle a project that
took years.”
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31. 4 H
zheng ti guan nian
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32. B P r T
Chinese children memorize
thousands of pictorial
characters.
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33. 5 T
zhan lue
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35. #3: M r r w
B rr w K f
Make use of outside resources
for one’s own gain.
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36. #4: w L r
E E
Preserve strength while watching the
enemy exhaust himself.
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37. #31: B W
Use women, temptation and espionage to
overpower the enemy.
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38. #36: W E
F ,R w
Live to fight another day.
Retreat is by far the best choice.
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39. F V
PRC
Condition
In-group
Confucian Tactics
Values
Out-group
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40. T ’ T w
F ace
I nterpersonal Relationship
G overnment
H olistic Thinking
T actics
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41. f r
r !
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42. Solutions
r D w
Interpersonal Relationship Guan Xi
Holistic Thinking Face
Government PRC Condition
Tactics Knife
Middlemen Beautiful
Mian Zi Run
No
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