Part 2 - The 7 Words You Can\'t Say in a Chinese Negotiation (without thinking..)
Its much easier to avoid a conflict in China than it is to resolve one - but that\'s easier said than done. Good communication skills are essential. Some words and phrases have a different meaning in China than then do in the West -- and we don\'t mean Mandarin vs. English.
In this presentation options for resolving conflict are presented from a psychological, social, scriptural and judicial perspective. A pattern suitable for systemic change is offered.
Module 2 ReadingsEarly in the week, complete the following· R.docxannandleola
Module 2 Readings
Early in the week, complete the following:
· Read the overview for Module 2
· From the textbook, International business law and its environment, read the following chapters:
· Resolving International Commercial Disputes
· From the Internet, read:
· Bergsten, C. F., & Subramanian, A. (2008, October 8). Globalizing the crisis response. Washington Post. Retrieved from http://www.washingtonpost.com/wp-dyn/content/article/2008/10/07/AR2008100702440.html
· Kramer, L. (1996, January 29). McDonald’s accelerates international expansion. Nation's Restaurant News. Retrieved from EBSCOhost Business Source Elite
· Goudy, G. (2007). International expansion-risk sharing considerations. Business Credit, 109(1), 53-55. Retrieved from http://search.proquest.com.libproxy.edmc.edu/docview/230146054
· Pratap, R. (2008, April 23). AT&T in talks to re-enter Indian cellular market. Business Week. Retrieved fromhttp://www.businessweek.com/globalbiz/content/apr2008/ gb20080423_219907.htm
· World Trade Organization (WTO). (n.d.). World tariff profiles 2008. Retrieved fromhttp://www.wto.org/english/res_e/booksp_e/tariff_profiles08_e.pdf
CHAPTER 3: Resolving International Commercial Disputes
AVOIDING BUSINESS DISPUTES
Long-term business relationships are generally the most profitable ones. Experienced executives and international managers know this, and they work very hard to foster them, at both the personal and organizational levels. Long-term relationships are based on trust. In a world where we do business with people who look, speak, and act differently from ourselves and who live and work oceans away, trust takes on a new and even more important significance. Indeed, it has been said that all of international business is based on trust. Any dispute that threatens the bonds of trust can threaten future business opportunities, do irreparable harm to individual and corporate reputations, and permanently damage long-term relationships. Moreover, when disputes become combative, it can be costly, time consuming, and physically and mentally exhausting for all parties. After all, there is the real possibility that one or both of the parties will have to litigate in a protracted and expensive trial in a foreign court, before a foreign judge, and in a foreign language, and have their rights determined under foreign procedural rules and possibly foreign law. Quite often the parties must retain attorneys in more than one country. So, when disagreements break out, amicable settlements are usually the best outcome and offer the best hope of salvaging a business relationship. It is always helpful if the parties have a reservoir of trust and goodwill that they can draw on to settle the dispute in a friendly way. But, of course, this is not always possible, and the prudent international businessperson, in any contract or any venture, will seek good legal advice and always “hope for the best and plan for the worst.”
Nowhere is this more important than in negotia ...
Lecture discusses the concept of the 'Right to Protect' - the lawful intervention of a third party or parties to stop genocide, stop violence or thwart civil war. Operational and Moral considerations are challenges interveners face.
598Part 5Strategy Implementation for Multinational Compa.docxevonnehoggarth79783
598
Part 5
Strategy Implementation for Multinational Companies
to sue each other, which seems to be a national sport in the United States. If you go to court, all parties involved lose face. And a system which is built on moral obligations can only work if a high degree of ethical standards are observed. That is why we get so upset, if the Americans equal guanxi with corrup tion. I freely admit that we have the problem of corrup tion in China, but this is because of the abuse of power by bureaucrats, not because of the importance we attach to mutual obligations, which goes back to Confucius. Why do you think overseas Chinese are so successful in so many countries? It is because of trust and sense for obligation, in short because of guanxi.
America might be at the moment the most powerful country in the world, but their values are not as univer sal as they might think. And our American business partners, with their usual combination of arrogance and ignorance, did not follow our advice to build up guanxi with the planning commission and I am sure they would still be waiting today for approval.
Overseas Chinese
Mr. Jones: Considering the difficulty we anticipated to have in communicating with our Chinese counter parts, we had a fellow in our negotiation team who was of Chinese origin. We thought that his fluency in Chinese and his deeper understanding of the Chinese way of doing things would be useful. And indeed, we benefited greatly from his accurate interpretation and prediction of responses from the Chinese. Even though both sides had professional interpreters, his role was appreciated also by the Chinese, as he was able to better interpret conflicting standpoints and mediate between both sides.
However, it didn't take long before we ran into pro blems. Whenever there was some dispute over the contract details, our Chinese counterparts began to pressure him to sort out things in their favor. Never mind that he was born in the United States, was an American citizen and was working for an American company, they just saw him as one of theirs and couldn't grasp that he represented the other side. This was not China against America, this was a nego tiation between two companies and he was an employee of our company, so what did they expect? It's completely ridiculous that the Chinese felt entitled to ask so much from him just because he was of Chi nese origin.
Mr. Wang: There was this U.S.-born Chinese guy on the American negotiation team, and we interpreted
his presence as a sign of sincerity and goodwill on the part of the Americans and their wish to establish a good relationship with us. Finally someone who would appreciate how business is done here. So we focused on trying to make him understand our posi tion. But instead of acting like a bridge between the two sides, he showed no sympathy whatsoever for us. He was coming from rich America and should have had more consideration for our situation. And when he overheard us.
In this presentation options for resolving conflict are presented from a psychological, social, scriptural and judicial perspective. A pattern suitable for systemic change is offered.
Module 2 ReadingsEarly in the week, complete the following· R.docxannandleola
Module 2 Readings
Early in the week, complete the following:
· Read the overview for Module 2
· From the textbook, International business law and its environment, read the following chapters:
· Resolving International Commercial Disputes
· From the Internet, read:
· Bergsten, C. F., & Subramanian, A. (2008, October 8). Globalizing the crisis response. Washington Post. Retrieved from http://www.washingtonpost.com/wp-dyn/content/article/2008/10/07/AR2008100702440.html
· Kramer, L. (1996, January 29). McDonald’s accelerates international expansion. Nation's Restaurant News. Retrieved from EBSCOhost Business Source Elite
· Goudy, G. (2007). International expansion-risk sharing considerations. Business Credit, 109(1), 53-55. Retrieved from http://search.proquest.com.libproxy.edmc.edu/docview/230146054
· Pratap, R. (2008, April 23). AT&T in talks to re-enter Indian cellular market. Business Week. Retrieved fromhttp://www.businessweek.com/globalbiz/content/apr2008/ gb20080423_219907.htm
· World Trade Organization (WTO). (n.d.). World tariff profiles 2008. Retrieved fromhttp://www.wto.org/english/res_e/booksp_e/tariff_profiles08_e.pdf
CHAPTER 3: Resolving International Commercial Disputes
AVOIDING BUSINESS DISPUTES
Long-term business relationships are generally the most profitable ones. Experienced executives and international managers know this, and they work very hard to foster them, at both the personal and organizational levels. Long-term relationships are based on trust. In a world where we do business with people who look, speak, and act differently from ourselves and who live and work oceans away, trust takes on a new and even more important significance. Indeed, it has been said that all of international business is based on trust. Any dispute that threatens the bonds of trust can threaten future business opportunities, do irreparable harm to individual and corporate reputations, and permanently damage long-term relationships. Moreover, when disputes become combative, it can be costly, time consuming, and physically and mentally exhausting for all parties. After all, there is the real possibility that one or both of the parties will have to litigate in a protracted and expensive trial in a foreign court, before a foreign judge, and in a foreign language, and have their rights determined under foreign procedural rules and possibly foreign law. Quite often the parties must retain attorneys in more than one country. So, when disagreements break out, amicable settlements are usually the best outcome and offer the best hope of salvaging a business relationship. It is always helpful if the parties have a reservoir of trust and goodwill that they can draw on to settle the dispute in a friendly way. But, of course, this is not always possible, and the prudent international businessperson, in any contract or any venture, will seek good legal advice and always “hope for the best and plan for the worst.”
Nowhere is this more important than in negotia ...
Lecture discusses the concept of the 'Right to Protect' - the lawful intervention of a third party or parties to stop genocide, stop violence or thwart civil war. Operational and Moral considerations are challenges interveners face.
598Part 5Strategy Implementation for Multinational Compa.docxevonnehoggarth79783
598
Part 5
Strategy Implementation for Multinational Companies
to sue each other, which seems to be a national sport in the United States. If you go to court, all parties involved lose face. And a system which is built on moral obligations can only work if a high degree of ethical standards are observed. That is why we get so upset, if the Americans equal guanxi with corrup tion. I freely admit that we have the problem of corrup tion in China, but this is because of the abuse of power by bureaucrats, not because of the importance we attach to mutual obligations, which goes back to Confucius. Why do you think overseas Chinese are so successful in so many countries? It is because of trust and sense for obligation, in short because of guanxi.
America might be at the moment the most powerful country in the world, but their values are not as univer sal as they might think. And our American business partners, with their usual combination of arrogance and ignorance, did not follow our advice to build up guanxi with the planning commission and I am sure they would still be waiting today for approval.
Overseas Chinese
Mr. Jones: Considering the difficulty we anticipated to have in communicating with our Chinese counter parts, we had a fellow in our negotiation team who was of Chinese origin. We thought that his fluency in Chinese and his deeper understanding of the Chinese way of doing things would be useful. And indeed, we benefited greatly from his accurate interpretation and prediction of responses from the Chinese. Even though both sides had professional interpreters, his role was appreciated also by the Chinese, as he was able to better interpret conflicting standpoints and mediate between both sides.
However, it didn't take long before we ran into pro blems. Whenever there was some dispute over the contract details, our Chinese counterparts began to pressure him to sort out things in their favor. Never mind that he was born in the United States, was an American citizen and was working for an American company, they just saw him as one of theirs and couldn't grasp that he represented the other side. This was not China against America, this was a nego tiation between two companies and he was an employee of our company, so what did they expect? It's completely ridiculous that the Chinese felt entitled to ask so much from him just because he was of Chi nese origin.
Mr. Wang: There was this U.S.-born Chinese guy on the American negotiation team, and we interpreted
his presence as a sign of sincerity and goodwill on the part of the Americans and their wish to establish a good relationship with us. Finally someone who would appreciate how business is done here. So we focused on trying to make him understand our posi tion. But instead of acting like a bridge between the two sides, he showed no sympathy whatsoever for us. He was coming from rich America and should have had more consideration for our situation. And when he overheard us.
This presentation was made by Director of Brisbane Family Law Centre, Clarissa Rayward in September 2012.
Clarissa made the presentation on behalf of the Family Law Practitioners Association of Qld.
Slide 10 WestCal Political Science 5 Western Political Thought 2016WestCal Academy
Political Science 5 - Western Political Thought provides an overall perspective of major political movements of history from the rising of Egyptian, Greek and Roman Empires to Fascism and Communism as seen by great political thinkers from Plato, Aristotle, and St. Augustine, Machiavelli, Marx, and Lenin. Students will analyze the most important ideas and theories that have been developed from the time of the ancient Greeks to the present day. Students will learn that the American Founding Fathers designed a viable representative government by first dedicating themselves to careful study of the political philosophy of Europeans, with particular attention given to British political thinkers from the 16th and 17th century. The founding fathers focused primarily on the natural rights of man, which in turn varied according to the individual philosopher studied. Over the course of their study, the founding fathers openly discussed their opinions with one another so as to properly bring forth differing views in order to prudently construct a government that would protect individual liberty, as well as determine what was required of government to protect civil liberties. The class is taught from the perspective of industry professionals with knowledge of how classical and modern political continues to influence American government. Students will learn of multiple career options relating to the field of political science.
Slide covers diplomacy and the actual processes undertaken during negotiations, bargaining and deal making from and international relations perspective
How to Write Essays Introducing Cities: Steps and Tips - GRADE ACCELERATOR. My City Essay | Essay on My City for Students and Children in English .... My Favorite City Essay Example | StudyHippo.com.
This presentation was made by Director of Brisbane Family Law Centre, Clarissa Rayward in September 2012.
Clarissa made the presentation on behalf of the Family Law Practitioners Association of Qld.
Slide 10 WestCal Political Science 5 Western Political Thought 2016WestCal Academy
Political Science 5 - Western Political Thought provides an overall perspective of major political movements of history from the rising of Egyptian, Greek and Roman Empires to Fascism and Communism as seen by great political thinkers from Plato, Aristotle, and St. Augustine, Machiavelli, Marx, and Lenin. Students will analyze the most important ideas and theories that have been developed from the time of the ancient Greeks to the present day. Students will learn that the American Founding Fathers designed a viable representative government by first dedicating themselves to careful study of the political philosophy of Europeans, with particular attention given to British political thinkers from the 16th and 17th century. The founding fathers focused primarily on the natural rights of man, which in turn varied according to the individual philosopher studied. Over the course of their study, the founding fathers openly discussed their opinions with one another so as to properly bring forth differing views in order to prudently construct a government that would protect individual liberty, as well as determine what was required of government to protect civil liberties. The class is taught from the perspective of industry professionals with knowledge of how classical and modern political continues to influence American government. Students will learn of multiple career options relating to the field of political science.
Slide covers diplomacy and the actual processes undertaken during negotiations, bargaining and deal making from and international relations perspective
How to Write Essays Introducing Cities: Steps and Tips - GRADE ACCELERATOR. My City Essay | Essay on My City for Students and Children in English .... My Favorite City Essay Example | StudyHippo.com.
2. Conflict Management in China PART II:
The 7 Words You Can’t Say in a
Chinese Negotiation
(without thinking carefully)
3. A glossary of conflict laden phrases
in Western-Chinese deal making.
Resolving conflict in China-Western business
relationships is very difficult, but avoiding and
controlling conflict is much more practical.
Beware of these phrases that SEEM harmless
and crystal-clear, but may actually carry a
different meaning in China than they do for you.
4. Fighting Words:
1. Contract
2. Risk
3. Long Term
4. Truth
5. Harmony / justice.
6. Relationship
7. Transaction
www.ChinaSolved.com
www.ChineseNegotiation.com
5. 1. Contract
• Westerners see a contract as an independent
entity – external from the two counterparties.
• Chinese view a contract as a record of a
meeting of the minds between two specific
individuals at a certain time and place, under
specific circumstances.
6. 2. Risk
• Risk, as used by Westerners, encompasses two
concepts.
– A) possibility of loss and
– B) uncertainty.
• To Westerners, these are two sides of the
same coin.
• To Chinese, these are completely different
things with wildly different ramifications.
7. Risk (con’t)
• Possibility of loss doesn’t frighten Chinese deal-
makers, but uncertainty does. Confronted with an
unclear or uncertain future, the wise Chinese
deal-maker shuts down and waits for further
information.
• When the Western side attempts to push him into
action, the Chinese side smells trouble, deception
and trickery. Conflict and mistrust ensue.
8. 3. Long Term
• Chinese and Westerners involved in a
negotiation frequently accuse the other side
of being short sighted, one-off and win-lose,
while THEY are long-term, cooperative and
win-win.
• The irony is each side accuses the other of
engaging in the same distrustful, deal-
destroying behavior.
9. 4. Is it truth – or is it Truth?
• Truth, Justice – and the American Way.
– Westerners view Truth as an external, universal
constant. It is bigger than we mere mortals – or at
least bigger than we Westerners.
• Asians think that this is nuts.
– Everything changes. Price levels, supply chain
factors, weather conditions – the world is always
in flux. Yin and Yang, ups and downs.
10. Truth (con’t)
• Westerners:
– A man’s word is his bond – or it isn’t .
– A righteous Westerner feels that the words you
said yesterday bind you today.
• Chinese:
– A man’s nature is reliable and consistent – or it
isn’t.
– A righteous Chinese feels that your intentions
yesterday bind you today.
11. 5. Harmony & Justice.
• China isn’t all fluidity and flux. One thing
really is bigger than all of us – but it isn’t
Truth. It’s Harmony.
– Westerners prefer rock-hard Justice – like the kind
that judges and courts can dispense.
– Chinese prefer soft, eternal Harmony – like that
kind that rises from the will of the People.
• Both are great – but they don’t live in the
same house.
12. 6. Relationship.
• Westerners tend to view relationships as
organic, personal and based on familiarity and
shared values.
– They are desirable, but not required .
– They develop naturally over time.
• Chinese view relationships as carefully
planned and delicately choreographed.
– They are intrinsic to the deal process.
– They are systematic and intentional
13. 7. Transaction
• For Westerners, relationships flow from
successful transactions.
– Test orders and contractual safeguards are standard
operating procedure.
– ‘Good fences make good neighbors’
• For Chinese, transactions flow from successful
relationships.
– Test orders and contracts undermine trusts.
– ‘Honest men don’t need contracts – dishonest men
aren’t bound by them.’