Chinese Dutch Business Negotiations

Author : Xiangling LI
Publisher : BRILL
Page : 216 pages
File Size : 55,5 Mb
Release : 2021-11-22
Category : Language Arts & Disciplines
ISBN : 9789004484696

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Chinese-Dutch Business Negotiations by Xiangling LI Pdf

The Chinese are known as an inscrutable people in the West. With the rapid globalisation of world business, China, with its booming economy and as one of the world's largest emerging markets, is attracting increasing numbers of international traders and investors. Various sources have shown that language and culture are, among other factors, two of the major obstacles to successful business collaborations between the Chinese and Westerners. This dissertation aims to help remove these obstacles by offering some insights into the intricate mechanisms of business negotiation between the Chinese and the Dutch. While most of the research concerning Chinese-Western communication has used everyday conversation as the subject of study, this research chooses negotiation, the core of international business, as its subject. Micro-level qualitative discourse analyses are used as the main research method in addition to ethnographic methods such as the questionnaire survey and interview. The main data used are simulated as well as real-life video-taped Chinese-Dutch business negotiations. Questionnaire survey and interview data from real-life Chinese and Dutch negotiators are used as support data. The phenomena recurrently cropping up across the negotiations are examined at a turn-to-turn level to pinpoint places where problems arise that prevent the negotiators from reaching mutual understandings and fulfilling negotiation goals. The deep-rooted cultural concepts underlying the linguistic phenomena prove to be the main trouble sources. The results of this research are relevant for both the academic and business world.

Author : Mariska Stevens
Publisher : Kit Pub
Page : 0 pages
File Size : 54,6 Mb
Release : 2012
Category : Business communication
ISBN : 9460222218

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Why Dutch Cows Do Not Speak Chinglish by Mariska Stevens Pdf

Contemporary economic and business communication have become increasingly global, dynamic and fast changing. The obstacles Chinese entrepreneurs encounter in the business culture of The Netherlands are an example for problems Chinese entrepreneurs face when entering the European market. The title of this book refers to the uneasy, sometimes difficult, but also heart-warming and funny communication styles between the Dutch, European and Chinese business worlds. The book outlines a theoretical and practical approach towards styles of negotiation, and ways to approach Dutch, and in a larger context, European entrepreneurs. Bi-lingual paperback English/Chinese - Chinese/English business vocabulary with character and pinyin notations.

Author : Hakime Isik-Vanelli
Publisher : GRIN Verlag
Page : 35 pages
File Size : 51,8 Mb
Release : 2004-07-04
Category : Business & Economics
ISBN : 9783638288057

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Doing business in China. Negotiating cross cultural communication by Hakime Isik-Vanelli Pdf

Seminar paper from the year 2003 in the subject Business economics - Business Management, Corporate Governance, grade: Distinction, Bond University Australia, 40 entries in the bibliography, language: English, abstract: China is the most populous country in the world with a population of 1.25 billion and the third largest country after Russia and Canada is China. For many this is an opportunity. China is rich in culture and this guide is created to look specifically at cultural dimensions and assist companies with the cross-cultural aspects of doing business in China. As the culture varies from region to region this guide uses a holistic approach. It addresses how the Chinese culture is different from other cultures and demonstrates different situations to consider before doing business in China. This guide is an adventure divided into six major sections including cultural dimensions, communication cross culturally, negotiation cross culturally, team work in China, selection of expatriates, and business ethics for China. Recommendations are made within each section. The appendix enclosed is also very useful for further explanation of examples given within this guide. Although China is the largest market it is also is one of the greatest cultural challenges. Deeply rooted into the Chinese society is a partnership waiting to blossom. This guide is created to prepare companies for the cross-cultural aspect of the partnership. As the Chinese proverb says each journey begins with one single step.

Author : R. Kumar,V. Worm
Publisher : Springer
Page : 189 pages
File Size : 46,5 Mb
Release : 2011-11-22
Category : Business & Economics
ISBN : 9780230353909

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International Negotiation in China and India by R. Kumar,V. Worm Pdf

Negotiation is an important managerial skill. The ability to negotiate across cultures becomes even more challenging due to differences in institutional practices. This book explores how the institutional environment in India and China shapes their negotiating behaviour.

Author : Claudia Dreizler
Publisher : GRIN Verlag
Page : 30 pages
File Size : 46,7 Mb
Release : 2008-05
Category : Electronic
ISBN : 9783638940337

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How to Negotiate with Chinese Managers by Claudia Dreizler Pdf

Seminar paper from the year 2002 in the subject Business economics - Business Management, Corporate Governance, grade: 2,0 (B), Furtwangen University (Institute for Economics), course: Managing Cultural Differences, 9 entries in the bibliography, language: English, abstract: Good negotiation skills are very important when doing business with people from other cultures. People from different cultures have different expectations about negotiation outcomes and therefore use different negotiation styles. If you compare negotiation styles in Germany and China you will discover many differences. Most of these differences are due to the very different cultures of Germany on the one side and China on the other side. This paper analyzes possible steps in a negotiation between Germans and Chinese. It also gives some guidelines on how to avoid possible conflicts during such negotiations.

Author : Tony Fang
Publisher : SAGE
Page : 364 pages
File Size : 53,5 Mb
Release : 1999
Category : Business & Economics
ISBN : 0761915761

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Chinese Business Negotiating Style by Tony Fang Pdf

Provides the reader with an in-depth sociocultural understanding of Chinese negotiating behaviours and tactics in Sino-Western business negotiation context. It presents fresh approaches, coherent frameworks, and 40 reader-friendly cases.

Author : Henry K. H. Wang
Publisher : Routledge
Page : 204 pages
File Size : 48,5 Mb
Release : 2017-11-22
Category : Business & Economics
ISBN : 9781315467078

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Business Negotiations in China by Henry K. H. Wang Pdf

Business Negotiations in China provides a holistic overview of the institutional, organisational and cultural issues that underpin successful business negotiations in China. Good negotiation strategies and management are essential for establishing successful business deals and new ventures in China. The author addresses the current key issues and risks, high level business management, planning, innovative approaches and modern negotiation strategies. The text opens with a review of the evolution of key negotiation models that have been use in China right up to the most current. This is followed by an analysis of the various negotiation frameworks and processes being undertaken in China; their similarities and differences with other global negotiation processes. Alongside the negotiation itself, the author provides advice on: selection of the negotiation team and the various strategic roles within it; the detailed preparations and analysis required prior to starting negotiations in China; effective management strategies for each of the various stages of negotiation to achieve successful, sustainable outcomes. Business Negotiations in China is supported by examples and analysis drawn from actual high level business negotiations by leading international companies with China State Owned Enterprises. It also explores the fierce competition between multinationals and China state-owned companies and their respective different negotiation strategies. This book is an important, indispensable insider’s guide to the strategy and practice of negotiating in China and is relevant to professionals, academics, researchers and students alike.

Author : Claudia Dreizler
Publisher : GRIN Verlag
Page : 12 pages
File Size : 51,5 Mb
Release : 2002-08-23
Category : Business & Economics
ISBN : 9783638139175

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How to negotiate with Chinese managers by Claudia Dreizler Pdf

Seminar paper from the year 2002 in the subject Business economics - Business Management, Corporate Governance, grade: 2,0 (B), Furtwangen University (Institute for Economics), course: Managing Cultural Differences, language: English, abstract: Good negotiation skills are very important when doing business with people from other cultures. People from different cultures have different expectations about negotiation outcomes and therefore use different negotiation styles. If you compare negotiation styles in Germany and China you will discover many differences. Most of these differences are due to the very different cultures of Germany on the one side and China on the other side. This paper analyzes possible steps in a negotiation between Germans and Chinese. It also gives some guidelines on how to avoid possible conflicts during such negotiations.

Author : Jan Schnack
Publisher : GRIN Verlag
Page : 11 pages
File Size : 42,9 Mb
Release : 2002-10-30
Category : Business & Economics
ISBN : 9783638150804

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How to make a deal in China - A guide for German negotiators by Jan Schnack Pdf

Seminar paper from the year 2002 in the subject Business economics - Business Management, Corporate Governance, grade: 1,0 (A), Furtwangen University (Institute for Economics), course: Managing Cultural Diversities, language: English, abstract: Since the opening of the People′s Republic of China in 19781, China has become a more and more important business partner for Germany. Today China is the second biggest Asian trade partner of Germany. In the year 2000 the trade between China and Germany increased by 34 %.2 That is why more and more managers from Germany go to China for business negotiations. "Global managers spend more than 50 percent of their time negotiating."3 In this paper I am going to explain the differences how negotiations are conducted in China and Germany and what German managers involved in cross-cultural negotiations with the Chinese should bear in mind in order to avoid conflicts and misunderstandings. I assume that both, the Chinese and the Germans have not been trained in intercultural management before joining the negotiation. Fons Trompenaars describes the German culture as universalistic, collectivistic, diffuse and achievement-oriented, whereas he characterizes the Chinese culture as particularistic, collectivistic, very diffuse and ascriptive. In this paper I will divide the negotiation process into three stages and explain the cultural dimensions involved. [...] _____ 1 Chinanah, www.chinanah.com/forument001.htm 2 Bundeswirtschaftsministerium, www.wirtschaftsministerium.de 3 Adler, Nancy, p. 191

Author : Tony Fang
Publisher : Unknown
Page : 292 pages
File Size : 52,8 Mb
Release : 1997
Category : Business etiquette
ISBN : 9178719224

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Chinese Business Negotiating Style by Tony Fang Pdf

Author : Patrick Kim Cheng Low
Publisher : Springer Science & Business Media
Page : 183 pages
File Size : 49,7 Mb
Release : 2010-01-15
Category : Business & Economics
ISBN : 9783642046766

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Successfully Negotiating in Asia by Patrick Kim Cheng Low Pdf

Successful negotiation requires a close understanding of their partner’s culture, their feelings, habits and values. When planning to do business with suppliers and other partners in Asia, a thorough preparation is essential to avoid misunderstandings, confrontations and disappointments, and to ensure the mutually desired success. This book presents a complete communication and negotiation skills program with special focus on negotiation partners from the different regions of the Asian continent. Readers learn to negotiate the Chinese, the Indian or the Japanese way, and they learn to understand the ways Asians negotiate. Written by a cross-border author, both academician and practitioner, with plenty of experience from Eastern and Western cultures, this book is a valuable resource for anyone relying on business success with Asian partners.

Author : Professor Stephen P Turner,Stephen Turner
Publisher : Unknown
Page : 266 pages
File Size : 53,7 Mb
Release : 2012-04-01
Category : Electronic
ISBN : 0615619150

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How to Win in China by Professor Stephen P Turner,Stephen Turner Pdf

This book is all about developing a winning strategy for the Chinese market. It's designed to coach International Managers on how to develop an international team that has an in-depth understanding of their Chinese counterpart's mind-set and decision making process. It then discusses how this information can be applied to the negotiation process as well as long term on the ground operations. In short, this book developed a systematic approach on how to develop a strategic advantage during Chinese business negotiations through the use of a cultural translator. It was established through prior research that cultural conflicts are a leading cause of international operation failures, especially in joint ventures. Additional research indicated that international business negotiators who understood their counterparts' mind-set (i.e. how they are culturally programmed to act and react to situations, which includes in-depth knowledge of their cultural complexes and negotiation strategies and tactics) were successful in their negotiation process. It was concluded that companies wishing to develop a winning strategy for China should consult a cultural translator prior to the start of the negotiation process to assist in their negotiating team's preparation, thus achieving a strategic advantage during the negotiation process. This framework would then assist international managers in managing their China operations throughout the life of the venture. This book has gone through extensive executive peer review and found to be one of the best resources an international manager could have guiding them the complexities of the Chinese business processes. Reviews included companies of all sizes and industries, including Cessna Aircraft, GE, Lockheed Martin, Hillwood, Curtis Mathis, and others.

Author : Lee Cheng Tan,Tai Wei Lim
Publisher : World Scientific
Page : 284 pages
File Size : 47,7 Mb
Release : 2023-11-17
Category : Business & Economics
ISBN : 9789811280528

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The East Asian Negotiator by Lee Cheng Tan,Tai Wei Lim Pdf

While many (East) Asians are becoming more confident in their own culture and ways of doing things, at the same time, they are open to the melding of east-west ways. Because of this form of cultural hybridization, it is useful to include the authors' multidisciplinary area studies training which decodes some of the cultural symbols and contextual language used in Asian negotiations. They do so keenly with globalization's impact in mind. Due to globalization, western styles of negotiations have constantly engaged closely with negotiations styles in Asia (including East Asia) and the cross-pollination of ideas between the two have resulted in hybridized negotiations styles in the contemporary setting.Distilled practitioner knowledge will be combined with literature review and theoretical readings to share with readers the intricacies as well as theoretician's conceptualizations of East Asian negotiation styles. The book is written from the sub-discipline of cross-cultural negotiating styles, adopting some sociological/anthropological perspectives, anecdotes and concepts to discuss this subject matter.This volume hopes to fill in the gap between theoretical and applied knowledge through the use of theoretical concepts that readers from the West and other English-language textbook readers are familiar with, while supplementing the concepts with practitioner-oriented case studies drawn from actual experiences. This prevents the publication from becoming a theory-heavy text.

Author : Steven J. Clarke
Publisher : Springer Nature
Page : 573 pages
File Size : 49,6 Mb
Release : 2023-01-01
Category : Business & Economics
ISBN : 9789811969867

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Contemporary Strategic Chinese American Business Negotiations and Market Entry by Steven J. Clarke Pdf

This book is an effort to provide a “primary source”, a guide for Chinese/American cross-cultural negotiations, which has been constructed and amassed by professionals living and working in China. Research included personal interviews, surveys, case studies, face-to-face negotiations, and consulting, melded with a broad body of international business. This book that has two focuses, China market entry and negotiations, Both China and the United States are vast, complex markets, with different histories and cultures. China market entry requires extensive research and understanding, of the inextricably linked elements of (a) how business is managed in China, (b) understanding the China market, and (c) negotiating all elements of your China market entry and ongoing business. To be successful in China, your firm will face these elements in terms of explicable and solvable activities. Research into data, theory, and perceptual cultural differences between your firm and your Chinese counterparts adds magnitude to your China overall business strategy, and mandatory and essential negotiations.

Author : Tracey Wilen
Publisher : Stone Bridge Press, Inc.
Page : 125 pages
File Size : 48,5 Mb
Release : 2010
Category : Business & Economics
ISBN : 9780893469931

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China for Businesswomen by Tracey Wilen Pdf

A practical guide to helping women work, negotiate, and succeed in Asia's commercial superpower.