Conducting business in china requires a great deal of patience, respect, timing, humility, knowledge, cunning, and just the right amount of aggression. Knowing these are the tools that are to be employed for successful negotiating is completely worthless unless you know how and when to use each of them. Missing a cue for changing from being patient to aggressive, or being humble instead of cunning, will make or break a negotiation in an instant. As the article entitled, "Scaling the Great Wall: The Yin and Yang of Resolving Business Conflict in China states, as Americans with aspirations of obtaining a piece of the Chinese-market pie, we must invest the time to understand the sources of Chinese culture and not just the culture itself. Because
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By remaining flexible, the inevitable conflict will not catch the American manager by surprise, but will instead be seen as a progression in the negotiation process. American managers should be comfortable in dealing with conflict and should not let emotion enter the negotiation.
The fourth guideline addresses the "art of deception. Deception is another area that most western managers are not accustomed to dealing with on a regular basis, and yet it must be expected and used as yet another tool in negotiations with the Chinese. The Chinese negotiator will use this tactic in an attempt to unbalance its counterpart at critical times in the negotiation process. Deception shouldn't be seen as flat out lying, instead, should be seen as simply feigning in an attempt to make the other side reveal weaknesses that might not otherwise be noticed.
The last technique from the article to be pointed out deals with honour. As with all eastern cultures, honour is an extremely important aspect of everyday life that must be maintained at all times. The most critical commodity to be respected in China is the dignity of your counterpart. If the eastern counterpart losses face, or is on the verge of losing face, the Chinese will cease negotiation and business will be stopped and not be …show more content…
This ancient culture is full of philosophers whose philosophies are still widely practiced in every day life. One philosopher in particular I personally found to be interesting is Sun Tzu. Sun Tzu is the author of a book entitled "The Art of War. This book, is literally a handbook for military strategies, but not the strategies we in the west would expect to find. Rather, Sun imparts wisdom to the reader on strategies to expose the weaknesses of your opponents then capitalize on those exposed weaknesses. For example, in the chapter entitled Laying Plans, Sun instructs the reader to "Hold out baits to entice the enemy. Feign disorder, and crush him. This same strategy is echoed in the text of the assigned article when the authors guard against deceptive tactics utilized by the
By remaining flexible, the inevitable conflict will not catch the American manager by surprise, but will instead be seen as a progression in the negotiation process. American managers should be comfortable in dealing with conflict and should not let emotion enter the negotiation.
The fourth guideline addresses the "art of deception. Deception is another area that most western managers are not accustomed to dealing with on a regular basis, and yet it must be expected and used as yet another tool in negotiations with the Chinese. The Chinese negotiator will use this tactic in an attempt to unbalance its counterpart at critical times in the negotiation process. Deception shouldn't be seen as flat out lying, instead, should be seen as simply feigning in an attempt to make the other side reveal weaknesses that might not otherwise be noticed.
The last technique from the article to be pointed out deals with honour. As with all eastern cultures, honour is an extremely important aspect of everyday life that must be maintained at all times. The most critical commodity to be respected in China is the dignity of your counterpart. If the eastern counterpart losses face, or is on the verge of losing face, the Chinese will cease negotiation and business will be stopped and not be …show more content…
This ancient culture is full of philosophers whose philosophies are still widely practiced in every day life. One philosopher in particular I personally found to be interesting is Sun Tzu. Sun Tzu is the author of a book entitled "The Art of War. This book, is literally a handbook for military strategies, but not the strategies we in the west would expect to find. Rather, Sun imparts wisdom to the reader on strategies to expose the weaknesses of your opponents then capitalize on those exposed weaknesses. For example, in the chapter entitled Laying Plans, Sun instructs the reader to "Hold out baits to entice the enemy. Feign disorder, and crush him. This same strategy is echoed in the text of the assigned article when the authors guard against deceptive tactics utilized by the