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untries. It is very important for a organization to negotiate with china as it is going through free trade negotiations with the number of western countries. However negotiating with Chinese can be very challenging as they have been recognized as toughest negotiators in the world.

 

The initial meeting with Chinese can be seen as essentials to negotiation since Chinese tend to develop relationship or guanxi (fang, 1999) first before actual negotiation process takes place. Cross-cultural negotiations process is tougher due to the difference in languages and culture. To successfully negotiate with Chinese we should understand the key features which are considered during negotiations.

 

In china negotiations must proceed with in the context of the Confucian tradition with the key features of;

 

Respect for age and hierarchies

 

Orientation towards groups,

 

Presentation of face,

 

Importance of personal relationships

 

For example:Between 1999 and 2002 negotiations between Chinese, American and Australia organizations failed. The main reasons were due to the communication barriers were apparent and also due to major culture factor. Culture factor was triggering barriers between Chinese, American and Australian business.

 

The following recommendations are relevant for conducting successful business negotiations across cultures:

 

(1) Develop an understanding of process-oriented dimension in particular for non-task process for understanding Chinese cultural dimension, which would help explain the Chinese negotiation behaviour. This point also leads to the next one.

 

(2) Be patient in non-task sounding process. Chinese usually need time to build trust and create guanxi with their counterparts in this process before moving ahead with the next processes of negotiation.

 

(3) It is important to make sure that trust has been successfully built in the task related exchange of information process, because Chinese tend to provide adequate and useful 本论文由英语论文网提供整理，提供论文代写，英语论文代写，代写论文，代写英语论文，代写留学生论文，代写英文论文，留学生论文代写相关核心关键词搜索。