Chinese Negotiators
| Models and Techniques For Conflicts Resolution Final Proyect | | ITESM-CEM
MARIA EUGENIA ABUELA SOSA LUIS SARAI CHEHAIBAR GARCINI NOV 2010 | [“How Giving Face Can Brew Success”] | MODELS AND TECHNIQUES FOR CONFLICTS RESOLUTION Prof. RINA PANDEY- FINAL PROYECT |
INTRODUCTION
The following analyzed case presents a fundamental consideration in cross cultural business negotiations and it evidences how learning to understand cultural differences and work with them can make possible multimillion-dollar business and successful enterprises. Each country gives more or less value to every aspect into the negotiation process, so as we will see in this brewery negotiation occurred, Chinese negotiators do it specially valuing time patient and trustful relationships with the opposite party. Peter Benjamin the one involved within a huge and large negotiation analyze in here, mentions the importance of considering between many other things that we will also point out , “the patriotic duty over all for Chinese negotiators”, so considering that he has implement successfully agreements with them several occasions as in this time, his words may be the ones of an expert negotiator.
Benjamin is the owner of an Australian chemical engineering consultancy and has design many modern breweries in different countries. In YEAR, Dr. Pasteur Lai investigated Benjamin and after reporting to Chinese government great references about him like that he was the premier brewery designer and builder in Australia, he was invited to submit a proposal for a huge Guangdong brewery.
According to the information found over how the situation occurred, Benjamin was initially cynical claiming that there are many people who don’t take seriously enough projects of that side, so only after reviewing the response send by Chinese for an specific questionnaire made by him about specifications, resources, brewery capacity, products
MARIA EUGENIA ABUELA SOSA LUIS SARAI CHEHAIBAR GARCINI NOV 2010 | [“How Giving Face Can Brew Success”] | MODELS AND TECHNIQUES FOR CONFLICTS RESOLUTION Prof. RINA PANDEY- FINAL PROYECT |
INTRODUCTION
The following analyzed case presents a fundamental consideration in cross cultural business negotiations and it evidences how learning to understand cultural differences and work with them can make possible multimillion-dollar business and successful enterprises. Each country gives more or less value to every aspect into the negotiation process, so as we will see in this brewery negotiation occurred, Chinese negotiators do it specially valuing time patient and trustful relationships with the opposite party. Peter Benjamin the one involved within a huge and large negotiation analyze in here, mentions the importance of considering between many other things that we will also point out , “the patriotic duty over all for Chinese negotiators”, so considering that he has implement successfully agreements with them several occasions as in this time, his words may be the ones of an expert negotiator.
Benjamin is the owner of an Australian chemical engineering consultancy and has design many modern breweries in different countries. In YEAR, Dr. Pasteur Lai investigated Benjamin and after reporting to Chinese government great references about him like that he was the premier brewery designer and builder in Australia, he was invited to submit a proposal for a huge Guangdong brewery.
According to the information found over how the situation occurred, Benjamin was initially cynical claiming that there are many people who don’t take seriously enough projects of that side, so only after reviewing the response send by Chinese for an specific questionnaire made by him about specifications, resources, brewery capacity, products