Cross-Cultural                          Negotiations                            with China                          By: No...
W   C   ?Friday, October 21, 11               2
fb w                 r   f                         E           W      r                             The ‘Invisible’ Great ...
The world’s toughest                            ‘... the Iranians whom I                             once called the world...
1   I rp r                             R        pFriday, October 21, 11                    5
-                                        - xi                                      guan                         Cultivatin...
Friday, October 21, 11   7
I v      Or                         How it all began?Friday, October 21, 11                       9
Reciprocal                                   Obligation             Morally           expected to         improve welfare ...
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                  ...
2   F                             mian ziFriday, October 21, 11                 16
“Every person has a face,                         for the same reason that                           the tree has a bark.”...
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   ...
L                   f r                           r                         f ‘N ’                           it’s inconven...
pr f r                                 ...                             to do                            business          ...
Reciprocity                         Chinese give ‘face’ to others and                           expect something in return...
I v      Or                         How it all began?Friday, October 21, 11                       23
If you don’t           Incentive to                     mind losing          behave morally                    face, you’r...
F     S                         Dealing with the                         Chinese FaceFriday, October 21, 11               ...
H p                 f             Avoid any actions that             will cause them to lose             faceFriday, Octob...
3   G vr                                zheng fuFriday, October 21, 11                     27
The Chinese                         government is the                           biggest boss.Friday, October 21, 11       ...
“... importance of                    Chinese politics to                     businesses is not                    compreh...
S               f r       “You have tea until it’s         coming out of your        gills... and at the end         they’...
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 sett...
4   H                                 zheng ti guan nianFriday, October 21, 11                                34
B P       r T                         Chinese children memorize                           thousands of pictorial          ...
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 ...
#4: w           L        r                E                 E             Preserve strength while watching the            ...
#31:             B             W                         Use women, temptation and espionage to                         ov...
#36: W                    E                             F ,R                    w                               Live to fi...
F         V                                          PRC                                        Condition                 ...
T       ’ T    w                         F ace                         I nterpersonal Relationship                        ...
f r                         r      !Friday, October 21, 11              44
Solutions                             r                        D w                         Interpersonal Relationship   Gu...
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Cross-cultural Negotiations With China

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Project paper on the international negotiations in China.

Picture credits: Flickr.com

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

Published in: Business, Technology
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Cross-cultural Negotiations With China

  1. 1. Cross-Cultural Negotiations with China By: Noriko Tan & Sarah OngFriday, October 21, 11 1
  2. 2. W C ?Friday, October 21, 11 2
  3. 3. fb w r f E W r The ‘Invisible’ Great WallFriday, October 21, 11 3
  4. 4. 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
  5. 5. 1 I rp r R pFriday, October 21, 11 5
  6. 6. - - xi guan Cultivating good relationships with business partners is essential.Friday, October 21, 11 6
  7. 7. Friday, October 21, 11 7
  8. 8. I v Or How it all began?Friday, October 21, 11 9
  9. 9. Reciprocal Obligation Morally expected to improve welfare of family & friends ConfucianismFriday, October 21, 11 11
  10. 10. Unstable Legal SystemFriday, October 21, 11 12
  11. 11. F S Building guan xiFriday, October 21, 11 14
  12. 12. Use a trusted middleman when negotiating with the ChineseFriday, October 21, 11 15
  13. 13. 2 F mian ziFriday, October 21, 11 16
  14. 14. “Every person has a face, for the same reason that the tree has a bark.”Friday, October 21, 11 17
  15. 15. Losing Face endangers negotiationsFriday, October 21, 11 18
  16. 16. They avoid saying ‘No’ There’s always more than one way to flay the fish.Friday, October 21, 11 19
  17. 17. L f r r f ‘N ’ it’s inconvenient it’s too difficult hmm, maybe?Friday, October 21, 11 20
  18. 18. pr f r ... to do business with large & reputable companies to gain faceFriday, October 21, 11 21
  19. 19. Reciprocity Chinese give ‘face’ to others and expect something in return.Friday, October 21, 11 22
  20. 20. I v Or How it all began?Friday, October 21, 11 23
  21. 21. If you don’t Incentive to mind losing behave morally face, you’re right shameless ‘Sense of Shame’ ConfucianismFriday, October 21, 11 24
  22. 22. F S Dealing with the Chinese FaceFriday, October 21, 11 25
  23. 23. H p f Avoid any actions that will cause them to lose faceFriday, October 21, 11 26
  24. 24. 3 G vr zheng fuFriday, October 21, 11 27
  25. 25. The Chinese government is the biggest boss.Friday, October 21, 11 28
  26. 26. “... importance of Chinese politics to businesses is not comprehended by many Westerners”Friday, October 21, 11 29
  27. 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.”Friday, October 21, 11 30
  28. 28. He who does nothing, makes no mistakes.Friday, October 21, 11 31
  29. 29. F S The Right PathFriday, October 21, 11 32
  30. 30. G R Pr “It only took the Chinese premier 1.5 hours to settle a project that took years.”Friday, October 21, 11 33
  31. 31. 4 H zheng ti guan nianFriday, October 21, 11 34
  32. 32. B P r T Chinese children memorize thousands of pictorial characters.Friday, October 21, 11 35
  33. 33. 5 T zhan lueFriday, October 21, 11 36
  34. 34. 36 Stratagems The Art of War M r TFriday, October 21, 11 37
  35. 35. #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
  36. 36. #4: w L r E E Preserve strength while watching the enemy exhaust himself.Friday, October 21, 11 39
  37. 37. #31: B W Use women, temptation and espionage to overpower the enemy.Friday, October 21, 11 40
  38. 38. #36: W E F ,R w Live to fight another day. Retreat is by far the best choice.Friday, October 21, 11 41
  39. 39. F V PRC Condition In-group Confucian Tactics Values Out-groupFriday, October 21, 11 42
  40. 40. T ’ T w F ace I nterpersonal Relationship G overnment H olistic Thinking T acticsFriday, October 21, 11 43
  41. 41. f r r !Friday, October 21, 11 44
  42. 42. 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

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