Chinese business negotiating style:
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Thousand Oaks [u.a.]
Sage
1999
|
| Schriftenreihe: | International business series
|
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | XX, 339 S. |
| ISBN: | 0761915761 0761915753 |
Internformat
MARC
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| 337 | |b n |2 rdamedia | ||
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| 650 | 7 | |a Culture et relations internationales - Chine |2 ram | |
| 650 | 7 | |a Cultuur |2 gtt | |
| 650 | 7 | |a Etiquette |2 gtt | |
| 650 | 7 | |a Onderhandelen |2 gtt | |
| 650 | 4 | |a Kultur | |
| 650 | 4 | |a Business etiquette |z China | |
| 650 | 4 | |a Corporate culture |z China | |
| 650 | 4 | |a National characteristics, Chinese | |
| 650 | 4 | |a Negotiation in business |z China | |
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Datensatz im Suchindex
| _version_ | 1804127160179359744 |
|---|---|
| adam_text | Contents
Preface xiii
1. Introduction 1
The Chinese Are Coming 1
Why This Book? 2
The Invisible Great Wall 2
The Chinese Negotiator: A Mixed Personality 4
Sociocultural Explanation 5
About This Book 6
Conceptualization of Chinese Business Negotiating Style 8
Methodology 9
An Emic Approach 9
Qualitative Method 10
Methodological Barriers 11
Sweden China Empirical Context 14
Structure of the Book 17
2. Theoretical Foundation 21
Culture Theory 21
What Is Culture? 21
Sociocultural System 23
Influence of Culture on Behavior 24
Dimensions of Cultural Variability 25
Chinese Culture 26
Negotiation Theory 35
What Is Negotiation! 35
Game Theory 36
Social Exchange Theory 36
Negotiation Strategies 37
Cross Cultural and Marketing Approach
to Business Negotiation 39
Dimensions of Business Negotiation 40
Negotiation Phases 41
Review of Chinese Business Negotiating Style Literature 42
Classification of Literature 43
Lucian W. Pye 43
A Bird s Eye View of Chinese Business
Negotiating Style 46
Two Explanations 51
Critique of Existing Literature 5 7
Conceptualization of Chinese Business Culture 66
3. Chinese Business Culture 71
The PRC Condition 71
Politics 72
Economic Planning 78
Legal Framework 83
Technology 85
Great Size 88
Backwardness 93
Rapid Change 96
Chinese Bureaucracy 100
Confucianism 108
Moral Cultivation 109
Importance of Interpersonal Relationships 115
Family Orientation 127
Respect for Age and Hierarchy 135
Avoidance of Conflict and Need for Harmony 139
Concept of Face 143
Chinese Stratagems 151
A Chinese Word Unknown to the West 152
Art of War 155
The Thirty Six Stratagems 164
Taoist Influ ence 167
Legacy of Confucianism ? 167
A Strategic Component of Chinese Culture 171
Chinese Stratagems and Chinese Negotiating Tactics 173
The PRC Condition, Confucianism, and
Chinese Stratagems: An Interplay 184
Chinese Business Culture and East Asian
Economic Miracles 187
Confucian Heritage 187
Implication of Chinese Stratagems 191
Market Conditions 193
A Positioning Map 194
4. Illustrations and Analyses 199
Illustration 1, Western negotiator:
The Chinese government is the biggest boss. 199
Illustration 2, Western negotiator:
Finally, it was the then Chinese premier
who made the buying decision. 201
Illustration 3, Western negotiator:
You must make it easy for them to jiaochai. 202
Illustration 4, Chinese negotiator:
We read the copy of the contract in the archives
at the ministry. 204
Illustration 5, Western negotiator:
Five to ten minutes later, he came back with a fax. 206
Illustration 6, Chinese negotiator:
It is common to see that the Chinese
negotiating team is large. 208
Illustration 7, Western negotiator:
You see varied Chinese behavior across China. 210
Illustration 8, Chinese negotiator:
However, your ministers were on summer
holidays when we were there. 211
Illustration 9, Chinese negotiator:
The lawyers were most troublesome! 213
Illustration 10, Chinese negotiator:
How could we plan for divorce when
we were just talking about marriage? 215
Illustration 11, Western negotiator:
I have met Chinese lawyers only once. 217
Illustration 12, Western negotiator:
If they do not want to negotiate something,
they can simply say that it is required
by the government authorities. 220
Illustration 13, Chinese negotiator:
We hope to have arbitration, if any, in China. 221
Illustration 14, Western negotiator:
Chinese society is changing very fast. 222
Illustration 15, Chinese negotiator:
We wanted to be backed by a big mountain. 224
Illustration 16, Chinese negotiator:
Our state policy is to exchange market for technology. 225
Illustration 17, Chinese negotiator:
If I had money, why would I come to you? 226
Illustration 18, Western negotiator:
Instead of saying Good Night! the Chinese were saying
Lower your price tomorrow morning! 227
Illustration 19, Chinese negotiator:
If you offer 100, I will counter offer 50. 228
Illustration 20, Chinese negotiator:
The ministry told us: If you ask me to support you,
you must have the majority control in the
prospective joint venture. 229
Illustration 21, Western negotiator:
Business is done not in a conference room or
in an official negotiation, but rather over the
mah jongg table at home or in a hotel room. 230
Illustration 22, Western negotiator:
The Chinese want to get acquainted with you first. 232
Illustration 23, Chinese negotiator:
A friend coming to us to explain would always be much
better than the same work performed by a laowai. 233
Illustration 24, Western negotiator:
Chinese do business with you, not with your company. 235
Illustration 25, Chinese negotiator:
Negotiations should be held between people
of similar age and rank. 236
Illustration 26, Western negotiator:
If you behave yourself, the Chinese
behave themselves as well. 237
Illustration 27, Western negotiator:
The Chinese are very suspicious. 239
Illustration 28, Western negotiator:
Language has caused enormous problems. 240
Illustration 29, Chinese negotiator:
If he still works as interpreter, we will not
negotiate anymore. 242
Illustration 30, Western negotiator:
There was only water in his glass! 244
Illustration 31, Western negotiator:
Chinese want to win lose you. 245
Illustration 32, Western negotiator:
The Chinese said, Before the negotiation,
we had divided our work internally. 247
Illustration 33, Western negotiator:
They told us that things must be ready on Saturday
when the mayor would come to the banquet. 249
Illustration 34, Western negotiator:
He utilized face, I would say. 250
Illustration 35, Chinese negotiator:
Nobody would forget that sandwich day! 253
Illustration 36, Chinese negotiator:
It is not our intention at all to play home court. 255
Illustration 37, Chinese negotiator:
What we did was huo bi san jia. 256
Illustration 38, Chinese negotiator:
What was important was to let them feel
they were being put in a comparison situation. 257
Illustration 39, Chinese negotiator:
Lao Han often appeared absentminded, not listening
to his counterpart, or just keeping silent,
as if he didn t understand anything. 258
Illustration 40, Zhang Xingsheng, Ericsson China:
To do things, you must first do people. 259
5. Conclusions 263
Theoretical and Empirical Findings 263
Six Dimensions of Chinese Business
Negotiating Style 264
Three Fundamental Components of Chinese
Business Culture Driving
Chinese Business Negotiating Style 268
The Chinese Negotiator: A Blend of
Maoist Bureaucrat, Confucian Gentleman,
and Sun Tzu Like Strategist 270
The Coop Comp Chinese Negotiation Strategy 274
A Model of Chinese Business Negotiating Style 276
Managerial Implications 278
Send the Right Team to China 278
Show Political Support 278
Identify Real Chinese Negotiators 279
Take a People Oriented Approach 279
Use Local Chinese 280
Maintain a Consistent Team 281
Pad Your Price Reasonably 282
Help Your Chinese Counterpart 282
Invite the Chinese to Negotiate Abroad 283
Design 8 Numbered Products for China 283
Be Patient 284
Explode the Myth of Face 284
Limitations and Future Research 286
Appendix A: The 36 Chinese Stratagems and
Chinese Business Negotiating Tactics 289
Appendix B: The Empty City Stratagem 305
References 307
Index 327
About the Author 339
|
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| id | DE-604.BV012516183 |
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| indexdate | 2024-07-09T18:28:56Z |
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| language | English |
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| spelling | Fang, Tony Verfasser aut Chinese business negotiating style Tony Fang Thousand Oaks [u.a.] Sage 1999 XX, 339 S. txt rdacontent n rdamedia nc rdacarrier International business series Bedrijfscultuur gtt Commerce international - Chine ram Culture et relations internationales - Chine ram Cultuur gtt Etiquette gtt Onderhandelen gtt Kultur Business etiquette China Corporate culture China National characteristics, Chinese Negotiation in business China Wirtschaftliches Verhalten (DE-588)4197971-0 gnd rswk-swf China (DE-588)4009937-4 gnd rswk-swf China (DE-588)4009937-4 g Wirtschaftliches Verhalten (DE-588)4197971-0 s DE-604 HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=008496116&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Fang, Tony Chinese business negotiating style Bedrijfscultuur gtt Commerce international - Chine ram Culture et relations internationales - Chine ram Cultuur gtt Etiquette gtt Onderhandelen gtt Kultur Business etiquette China Corporate culture China National characteristics, Chinese Negotiation in business China Wirtschaftliches Verhalten (DE-588)4197971-0 gnd |
| subject_GND | (DE-588)4197971-0 (DE-588)4009937-4 |
| title | Chinese business negotiating style |
| title_auth | Chinese business negotiating style |
| title_exact_search | Chinese business negotiating style |
| title_full | Chinese business negotiating style Tony Fang |
| title_fullStr | Chinese business negotiating style Tony Fang |
| title_full_unstemmed | Chinese business negotiating style Tony Fang |
| title_short | Chinese business negotiating style |
| title_sort | chinese business negotiating style |
| topic | Bedrijfscultuur gtt Commerce international - Chine ram Culture et relations internationales - Chine ram Cultuur gtt Etiquette gtt Onderhandelen gtt Kultur Business etiquette China Corporate culture China National characteristics, Chinese Negotiation in business China Wirtschaftliches Verhalten (DE-588)4197971-0 gnd |
| topic_facet | Bedrijfscultuur Commerce international - Chine Culture et relations internationales - Chine Cultuur Etiquette Onderhandelen Kultur Business etiquette China Corporate culture China National characteristics, Chinese Negotiation in business China Wirtschaftliches Verhalten China |
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