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论文作者:英语论文网论文属性:硕士毕业论文 thesis登出时间:2011-09-09编辑:anterran点击率:6933
论文字数:6128论文编号:org201109091049095901语种:英语 English地区:英国价格:$ 66
关键词:英国论文代写英国硕士论文代写特色文化盛行中国谈判过程Cultural characteristics prevalentChinese negotiation process
摘要:核心提示:英国论文代写-英国硕士论文代写-特色文化盛行的中国谈判过程-Cultural characteristics prevalent in the Chinese negotiation process-Hong Seng Woo, Lecturer and Programme Leader of the MA in Chinese Management, China Management Centre, Middlesex University Business School, London, UK
Cultural characteristics prevalent in the Chinese negotiation process
The Authors
Hong Seng Woo, Lecturer and Programme Leader of the MA in Chinese Management, China Management Centre, Middlesex University Business School, London, UK
Celine Prud’homme, Associate, China Management Centre, Middlesex University Business School, London, UK
Abstract
This paper examines the prevalent characteristics inherent in negotiating with individuals and organisations in China. A successful negotiation with Chinese needs to be conducted in a way that is acceptable to the Chinese. Supported by literature, six cases are used to determine and illustrate these characteristics on the challenges facing the European negotiator in China. These include ways to influence the Chinese side and awareness of the cultural dynamics that account for Chinese behaviour in negotiations. Research results show that any European negotiator needs to be aware of the prevalent negotiation characteristics of status, face, trust, friendship, Guanxi network, ambiguity, patience and Chinese protocols. Their knowledge is essential to avoid any misunderstanding or tension when dealing with the Chinese. Evidence from this paper suggests that any European negotiator should understand Chinese behaviour before entering into a business relationship and to keep it going smoothly.
Article Type:
Case study
Keyword(s):
China; Negotiating; National cultures.
Journal:
European Business Review
Volume:
99
Number:
5
Year:
1999
pp:
313-322
Copyright ©
MCB UP Ltd
ISSN:
0955-534X
Introduction
In China, the world has witnessed one of the most breathtaking economic transformations of the twentieth century. China is likely to continue this transformation into the next century and to grow in importance both politically and economically. Since China opened its doors to the outside world through the “open door” policy in 1978, what was once a “destitute, hermetically sealed museum of Marxist utopianism” has evolved into an explosively entrepreneurial powerhouse (Clifford et al., 1997). The Central Committee of China’s People’s Congress emphasised, through the Eighth Five-Year Plan proposal and the Ten-Year Programme for Social and Economic Development, that maintenance of economic reform and an open door policy were mandatory (Ji, 1991). Jiang Zemin, the Chinese President, has described this 10-Year Programme as “advancing socialism” (Clifford et al., 1997). Furthermore, as Anyansi-Archibong (1989) observed the socialist modernisation of China entered into a new era of growth with the approval in 1984 by the then Chinese Leader Den Xiaoping, of the formation of 14 new special economic zones in addition to Shenzhen, Zhuhai, Shantou and Xiamen. As Leung and Yeung (1995) noted, there is no doubt the Chinese Government intended to provide a stable and yet exciting investment environment. Evidence can be seen from investment committed by such multi-national corporations as Bayer (European Rubber Journal, 1997), Coca-Cola and Philip Morris (Leung and Yeung, 1995). The general trend has been an increase in western investment in China (Beaver, 1995). The total value of European Union trade with China has risen from US$12 billion in 1987 to US$42.4 billion in 1995 (Rollnick and Born, 1997).
It is easy for any observer to conclude that a China that carries out its promised economic reforms will have a significant role in s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。