Chinese
- American Business Values and Principles
American | Chinese | |
The basic cultural values and ways of thinking | ||
individualist | collectivist | |
egalitarian | hierarchical | |
information oriented | relationship oriented | |
reductionist | holistic | |
sequential | circular | |
seeks the truth | seeks the way | |
the argument culture | the haggling culture | |
How they approach the negotiation process | ||
nontask
sounding
|
||
quick meetings | long courting process | |
informal | formal | |
make cold calls | draw on intermediaries | |
information
exchange
|
||
full authority | limited authority | |
direct | indirect | |
proposals first | explanations first | |
means of
persuasion
|
||
aggressive | questioning | |
impatient | enduring | |
terms of
agreement
|
||
forging a "good deal" | forging a longterm relationship |
Excerpted from "The Chinese Negotiation," Harvard Business Review, Vol. 81, No. 10, October 2003. John L. Graham and N. Mark Lam
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