Cross Cultural Negotiations

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RUNNING HEAD: NEGOTIATIONS
RUNNING HEAD: NEGOTIATIONS
CROSS CULTURAL NEGOTIATIONS
MS302-ORGANIZATIONAL BEHAVIOR

KAPLAN UNIVERSITY

JULY 2, 2012

[Pick the date]
Authored by: Andrea
CROSS CULTURAL NEGOTIATIONS
MS302-ORGANIZATIONAL BEHAVIOR

KAPLAN UNIVERSITY

JULY 2, 2012

[Pick the date]
Authored by: Andrea
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ANDREA REED|
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ANDREA REED|
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Cross Cultural Negotiations

Negotiation is a process in which two or more parties exchange goods or services and attempt to agree on the exchange rate for them. Negotiation occupies the communications of almost everyone in groups and organizations (Robbins and Judge, pg. 465). In this paper I will attempt to discuss what steps I would take when negotiating with China. By analyzing the Chinese culture and what factors influence their business practices I will determine the best techniques to us.

US firms doing business in China should be careful about the primary forces that influence business practices in China. It is important to try and maintain an open mind on the many different types of management and negotiation styles, and try to render decisions based on Chinese culture (Chinese Cultural System). Strategies for cross-cultural management should be founded on cultural assumptions that come from basic values, beliefs, world views, and social relationships. American companies doing business with China should acquire a sense of how Chinese culture works as a whole (Chinese Cultural System). Chinese minds, reason in terms of real likeness, which puts the condition in a form easily grasped in its entirety. Chinese tend to favor the use of common sense, a cohesive but often undefinable state of mind, when dealing with problems, this shows that less separation of the situation is involved. The first Chinese priorities are synthesis, intuition, concrete image, and proverbs; the Chinese depend largely upon their sixth sense for solving nature's mysteries. In...
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