Topics: Interpersonal relationship, Negotiation, Geert Hofstede Pages: 6 (1932 words) Published: December 3, 2012
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 in the negotiations between Australians and Chinese is Common negotiating tactics including asking the seller for a lower price and asking the buyer to pay more. The favourite strategy that all negotiators like to use is to ask the seller for a lower price is in the bargaining steps. Generally, negotiators prefer to ask dealer for lower price in order to minimize the costs and then increase the selling price. For example, Chinese negotiators always tend to remind the buyers that they not only already give the deadline than other sellers but also provide lower price if buyers can buy more products. Actually, they still will earn lots of money from the customers. In accordance with Chinese negotiators, Australians like to cut the costs that lead to the dealers nearly provide the bottom price or ask dealer for extra services during they do business with dealers (Hendon, Hendon & Herbig 1996). So the common negotiating tactics is one of the main similarities in negotiations between Australians and Chinese.

On the other hand, both Australian and Chinese negotiators may focus on the four main differences to attain the successful negotiation including Temporal perspective, Power distance, Uncertainty avoidance and Interpersonal relationship. It is important to pay close attention to the Temporal perspective which is the first difference between the Australians and Chinese negotiators due to the cultural diversity. For example, negotiators from western countries prefer the straightforward presentations and mention everything in the beginning of the negotiations. Unlike English negotiators, the Asian negotiators are more focus on the interpersonal relationship. They are more patient and would like to generally spend days or even weeks to discuss in order to build friendly atmosphere (Hendon, Hendon & Herbig 1996). To be specific, Australians prefer straightforward presentations in the negotiation; they are direct and prefer to discuss and cover the details in...
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