Negotiation

Negotiation is a phase between different parties that need to resolve the agreements (Fell 2012). Thus, understanding other parties’ strategies or characteristics is important for negotiators to compromise and make decisions to reach the goal. Especially nowadays, the proportion of international trade increase, so there are more and more negotiations among people from different countries and cultures. This essay will discuss the similarities and differences in the cross-culture negations between the Australian and Chinese. The Attitude and the Common negotiating tactics are the major similarities in the negotiations between Australians and Chinese. On the other hand, the dominant cultural diversity in negotiations between Australian and Chinese including four main differences: Temporal perspective, Power distance, Uncertainty avoidance and Interpersonal relationship.

Although the Australians and Chinese communicate in various ways because of different cultures and groups, the Attitudes of the Australian and Chinese are similar in negotiations. Australians are more formal and polite as same as western country when they do the business or discuss with others, they concentrate on proper etiquette and more humour so that may ease some tension (Hendon, Hendon & Herbig 1996). For example, Australians often humorous begin the negotiations and build a relaxing atmosphere. In addition, negotiators from Australia may not angry even if you mention the questions directly during the negotiation (Ghauri & Usunier 2003). Likewise, In China, people are always formal and serious to do the business with others such as it is proper for the guest of honor to leave first. This is the traditional Chinese culture; this means that it is necessary to pay attention to good manners as a way to show your personal upbringing (Hendon, Hendon & Herbig 1996). All in all, Attitude is a first similarity between the Australians and Chinese in the negotiation.

The second similarity