Sie befinden Sich nicht im Netzwerk der Universität Paderborn. Der Zugriff auf elektronische Ressourcen ist gegebenenfalls nur via VPN oder Shibboleth (DFN-AAI) möglich. mehr Informationen...
Successful Sino-Western Business Negotiation: Participants' Accounts of National and Professional Cultures
Ist Teil von
The Journal of business communication (1973), 2003-01, Vol.40 (1), p.50-85
Ort / Verlag
Thousand Oaks, CA: SAGE Publications
Erscheinungsjahr
2003
Quelle
EBSCOhost Business Source Ultimate
Beschreibungen/Notizen
Chinese and Western interviewees related their experiences of culture
in Sino-Western business negotiation focusing on the Chinese. Regard
ing Chinese cultural influences on negotiations, both groups pointed
to the Chinese cultural value of personal relationship and Chinese
business practices as major factors and considered communication and
social etiquette as a minor factor. Chinese interviewees but not West
erners further identified system constraints as a main factor. Profes
sional culture elements also emerged as important to Sino-Western
business negotiations. The Chinese wanted improvements in their stan
dard procedures, professional symbolic systems, instrumental relation
ships, and professional ethics, whereas Westerners expressed their
need to adapt. Successful strategies by Chinese negotiators focused pri
marily on rational, professional approaches while those by Westerners
centered on effective coping with Chinese social values.