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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