negotiations culture
Culture is a major element of international business negotiations. It is often compared to an iceberg; there is more to it than meets the eye. These hidden elements, if not understood, can make or break an international business transaction. It is thus important to be aware of cultural influences on negotiations.
The increasing interdependence between nations, businesses and people has brought the importance of national cultures to the forefront. Culture is defined as the socially transmitted behaviour patterns, norms, beliefs and values of a given community. Culture greatly influences how individuals think, communicate and behave. Thus it has a great influence on some aspects of a negotiation. It is important to note that culture and nationality are not always the same. Even cultures within the same nation can be distinct. This essey will focus on the cultures identified in China and America. It will show two different benchmarks of professional approach and negotiation process.
But lets start with some basic background of those two nations. Chinese culture is greatly influenced by traditional philosophies including Confucianism and Taoism. The philosophies place great importance on patience, harmonious relationships and survival instinct. And of course there so much history and tradition in any aspect of life in China. On the other hand, the Americans are more individualists and they value networking and information. Another difference is that most of the Chinese reside in the rural areas compared to Americans who reside in the urban areas thus Chinese are more communal. Only those factors straight away will make some big differencies within the cluture and negotiations process especially if the deal is negotiated between a Chineese national and an American one.
A leading expert on negotiations, Jeswald W. Salacuse published an interesting article in which he says: „American and Chinese approaches often appear incompatible. All too often, Americans see
The increasing interdependence between nations, businesses and people has brought the importance of national cultures to the forefront. Culture is defined as the socially transmitted behaviour patterns, norms, beliefs and values of a given community. Culture greatly influences how individuals think, communicate and behave. Thus it has a great influence on some aspects of a negotiation. It is important to note that culture and nationality are not always the same. Even cultures within the same nation can be distinct. This essey will focus on the cultures identified in China and America. It will show two different benchmarks of professional approach and negotiation process.
But lets start with some basic background of those two nations. Chinese culture is greatly influenced by traditional philosophies including Confucianism and Taoism. The philosophies place great importance on patience, harmonious relationships and survival instinct. And of course there so much history and tradition in any aspect of life in China. On the other hand, the Americans are more individualists and they value networking and information. Another difference is that most of the Chinese reside in the rural areas compared to Americans who reside in the urban areas thus Chinese are more communal. Only those factors straight away will make some big differencies within the cluture and negotiations process especially if the deal is negotiated between a Chineese national and an American one.
A leading expert on negotiations, Jeswald W. Salacuse published an interesting article in which he says: „American and Chinese approaches often appear incompatible. All too often, Americans see
References: Salacuse, Jeswald W. "The Top Ten Ways That Culture Can Affect Your Negotiation." Ivey Business Journal 69, no. 1 (2004). Sebenis, J.K., and Qian, C.J., Cultural Notes on Chinese Negotiating Behaviour (2008) http://www.hbs.edu/research/pdf/09-076.pdf (last visited on 25/12/2013) Graham, J.L., and Lam, M.N., The Chinese Negotiation, 81 HBR 10 (2003) http://www.globalnegotiationbook.com/John-Graham-research/negotiation-v1.pdf (last visited on 25/12/2013)