SELECT LANGUAGE:
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
|
SELECT LANGUAGE:
|
|
|
|
|
|
|
|
|
|
|
| © Transcultural Synergy |
Tel:
+44 (0)870 383 4655
|