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Cross-cultural Negotiations With China
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Cross-cultural Negotiations With China

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Project paper on the international negotiations in China.

Project paper on the international negotiations in China.

Picture credits: Flickr.com

Sources: Tony Fang, Carolyn Blackman, March Wu, HBR

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Cross-cultural Negotiations With China Cross-cultural Negotiations With China Presentation Transcript

  • Cross-Cultural Negotiations with China By: Noriko Tan & Sarah OngFriday, October 21, 11 1
  • W C ?Friday, October 21, 11 2
  • fb w r f E W r The ‘Invisible’ Great WallFriday, October 21, 11 3
  • The world’s toughest ‘... the Iranians whom I once called the world’s toughest negotiators, were second-rate compared to the Chinese.’Friday, October 21, 11 4
  • 1 I rp r R pFriday, October 21, 11 5
  • - - xi guan Cultivating good relationships with business partners is essential.Friday, October 21, 11 6
  • Friday, October 21, 11 7
  • I v Or How it all began?Friday, October 21, 11 9
  • Reciprocal Obligation Morally expected to improve welfare of family & friends ConfucianismFriday, October 21, 11 11
  • Unstable Legal SystemFriday, October 21, 11 12
  • F S Building guan xiFriday, October 21, 11 14
  • Use a trusted middleman when negotiating with the ChineseFriday, October 21, 11 15
  • 2 F mian ziFriday, October 21, 11 16
  • “Every person has a face, for the same reason that the tree has a bark.”Friday, October 21, 11 17
  • Losing Face endangers negotiationsFriday, October 21, 11 18
  • They avoid saying ‘No’ There’s always more than one way to flay the fish.Friday, October 21, 11 19
  • L f r r f ‘N ’ it’s inconvenient it’s too difficult hmm, maybe?Friday, October 21, 11 20
  • pr f r ... to do business with large & reputable companies to gain faceFriday, October 21, 11 21
  • Reciprocity Chinese give ‘face’ to others and expect something in return.Friday, October 21, 11 22
  • I v Or How it all began?Friday, October 21, 11 23
  • If you don’t Incentive to mind losing behave morally face, you’re right shameless ‘Sense of Shame’ ConfucianismFriday, October 21, 11 24
  • F S Dealing with the Chinese FaceFriday, October 21, 11 25
  • H p f Avoid any actions that will cause them to lose faceFriday, October 21, 11 26
  • 3 G vr zheng fuFriday, October 21, 11 27
  • The Chinese government is the biggest boss.Friday, October 21, 11 28
  • “... importance of Chinese politics to businesses is not comprehended by many Westerners”Friday, October 21, 11 29
  • 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.”Friday, October 21, 11 30
  • He who does nothing, makes no mistakes.Friday, October 21, 11 31
  • F S The Right PathFriday, October 21, 11 32
  • G R Pr “It only took the Chinese premier 1.5 hours to settle a project that took years.”Friday, October 21, 11 33
  • 4 H zheng ti guan nianFriday, October 21, 11 34
  • B P r T Chinese children memorize thousands of pictorial characters.Friday, October 21, 11 35
  • 5 T zhan lueFriday, October 21, 11 36
  • 36 Stratagems The Art of War M r TFriday, October 21, 11 37
  • #3: M r r w B rr w K f Make use of outside resources for one’s own gain.Friday, October 21, 11 38
  • #4: w L r E E Preserve strength while watching the enemy exhaust himself.Friday, October 21, 11 39
  • #31: B W Use women, temptation and espionage to overpower the enemy.Friday, October 21, 11 40
  • #36: W E F ,R w Live to fight another day. Retreat is by far the best choice.Friday, October 21, 11 41
  • F V PRC Condition In-group Confucian Tactics Values Out-groupFriday, October 21, 11 42
  • T ’ T w F ace I nterpersonal Relationship G overnment H olistic Thinking T acticsFriday, October 21, 11 43
  • f r r !Friday, October 21, 11 44
  • Solutions r D w Interpersonal Relationship Guan Xi Holistic Thinking Face Government PRC Condition Tactics Knife Middlemen Beautiful Mian Zi Run NoFriday, October 21, 11 45