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So negotiation process is very important which should be considered by expatriates in the initial meeting which leads to the success of business.

Interpersonal Relationships (please refer to the appendix for details):

Four values are highlighted: Guanxi (connections), Group orientation, Face, Deference to age and authority.

Guanxi:Guanxi is a significant driving force in china. The logic behind guanxi is that people are expected to seek out personal connections when they find themselves in difficulty or ned of assistance (Pye,1986). The key of doing business in china is personal connections (Guanxi). There are several managerial implications of gunaxi in china’s cultural environment. Those who have connections with officials in power can transact business much more effectively than those who lack Guanxi. Those who seek to do business in china for the long-term must develop connections with those in crucial positions often trying to cultivate relationships with individuals who themselves have a good connections with the people in power because political power shifts are very frequent in china.

How ever foreigners must also be aware of the negative implications of developing guanxi. Some times organization use the logic guanxi as a negotiating tactic to gain concessions from another organization.

Face(please refer to the appendix for details):In regard the amount of face a person has is a function of social status. Failing to provide favours or assistance in a guanxi relationship causes the person to lose face. Thus society exerts a powerful influence on an individual’s behavior. Certainly losing a face is more important to Chinese manager than a western manager. Even if the employee at a work place doesn’t do a good job the person who has recommended him/her for that job would lose a face. So for this reason the hired employee is very motivated to perform well as to save a face of the person who has recommended him/her.Firing a worker is the ultimate in public criticism. Job terminations are extremely rare occurrences in Chinese organizations. Managers and top leaders often rely on mediators to carry out negotiations with foreigners to protect their prestige and avoid potential loss of face.

Group Orientation.Another crucial factor in understanding Chinese culture is the relative import of the group styles of behavior with in the organizations diffe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。