Motosuzhou & Electrowide
Guanxi in Jeopardy
Main characteristics of Chinese culture.
How do these differences relate to the negotiation process…
Criteria that should be used in selecting a joint venture partner.
Have those criteria been met in this situation?
Discussion forum Cont…..
Evaluation of the composition of Electrowide's team and of Motosuzhou's team and their choices for this negotiation….
Should Barb Morgan have been on the negotiating team.
What should Tom Sherman do?
Main characteristics of Chinese culture
Meet & Greet
Chinese generally shake hands when they greet guests
Do not touch anyone unless you know them very well. Do NOT embrace or slap Chinese on the back. Introduce your colleagues and allow guests to introduce themselves Business Card Etiquette
carry plenty of business cards; if possible get a translated, bi-lingual version
Use both hands when presenting and ensure that the writing on the card is facing the recipient
Cards should be received with both hands and placed on the table in front of you - to immediately put the card in your pocket or bag is considered rude
Spend a few seconds reading it. This not only helps you to remember name but also show a sign of respect for the other person
Do NOT write on someone else’s business card.
Form of address
in the West, where you may call someone by his or her first name shortly after meeting for the first time.
in China almost no one is called by the given name alone, except by close relatives or extremely intimate friends of long standing
Chinese: Surname comes first, not last
95% of all Chinese surnames are one syllable –e.g. Wang, Chen and Li
Given names are two syllables – e.g. Xiaolong, Mingsi and Liming Presenting Gifts
Presenting Gifts cont……
In order to avoid your gift being perceived as a bribe,
Present group gifts. This is seen as a "company presenting a gift to a company," and not as a bribe...