The Chinese Negotiation  

Oleh:

Graham, John L. ; Lam, N. Mark

Jenis: Article from Bulletin/Magazine - ilmiah internasional
Dalam koleksi: Harvard Business Review bisa di lihat di link (http://web.b.ebscohost.com/ehost/command/detail?sid=f227f0b4-7315-44a4-a7f7-a7cd8cbad80b%40sessionmgr114&vid=12&hid=105&bdata=JnNpdGU9ZWhvc3QtbGl2ZQ%3d%3d#db=bth&jid=HBR) vol. 81 no. 10 (2003), page 82-91.
Topik: negotiations; business etiquette; cross cultural relations; interpersonal relations; morality; negotiations; non verbal communication; persuasion; relationships; social networks

Ketersediaan

Perpustakaan Pusat (Semanggi) Nomor Panggil: HH10.23 Non-tandon: 1 (dapat dipinjam: 0) Tandon: tidak ada

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Most Westerners preparing for a business trip to China like to arm themselves with a list of etiquette how-tos. Such advice can help get companies in the door and even through the first series of business transactions. But it won't sustain the prolonged, year - in, year - out associations Chinese and western businesses can now achieve. During the authors' work with dozens of companies and thousands of American and Chinese executives over the past 20 years they have witnessed communication breakdowns between American and Chinese business people time and time again. The root cause : the American side's failure to understand the much broader context of Chinese culture and values. Americans see Chinese negotiators as inefficient, indirect, and even dishonest, whereas the Chinese see American negotiators as aggressive, impersonal, and excitable. Such perceptions have deep cultural origins. Yet those who know how to navigate these differences can develop thriving, mutually profitable, and satisfying business relationships. Four cultural threads have bound the Chinese people together for some 5,000 years and these show through in Chinese business negotiations : agrarianism, morality, the Chinese pictographic language, and wariness of strangers. Ignore them at any time during the negotiation process, and the deal can easily fall apart.

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