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Vinsamlegast notið þetta auðkenni þegar þið vitnið til verksins eða tengið í það: http://hdl.handle.net/1946/18251

Titill: 
  • Titill er á ensku Only devils move along a straight line: A guide for Chinese negotiations
Námsstig: 
  • Bakkalár
Leiðbeinandi: 
Útdráttur: 
  • Útdráttur er á ensku

    Negotiation skills are becoming more desirable in the world market as cross-cultural ventures are getting increasingly pervasive. China is a fast growing consumer market that has become the second-largest economy in the world. The purpose of this study is to shine a light upon the appropriate strategies and techniques to be used when negotiating in China. It follows three different types of teachings, Confucianism, Taoism and Buddhism with no complications. Confucianism is a practical philosophy that deals with human relationship, Taoism embraces life in harmony and Buddhism deals with the world of immortality. Theories on cultural dimensions from two famous scholars, Hall and Hofstede show that China is e.g. high-context society where personal relations, context of things and non-verbal behavior are important. Ambiguity is not uncomfortable and they possess a good ability to accept contradictions. The Chinese place emphasis on relationship building when doing business. This is how they measure trust which holds more importance to them than a written contract. One should familiarize with the importance of guanxi, have patience and wait for results to come gradually. Every year in China will pay off in the future and old friendships will be of enormous support through time. Chinese negotiation consists of “three-in-one” negotiation style where the Maoist bureaucrat, the Confucian gentleman and Sun Tzu strategies all play an influential part in the process. Contradictions, flexibility, deception and paradoxical approaches all interweave in their negotiation style where the context of things dominates. Avoiding conflict and confrontation is done by compromising and the true decision-makers are usually not present. A visitor must make adequate preparation and practice good manners, respect, and patience if negotiating in China. This is a high-context hierarchy culture so the smallest misconception can have a big impact on the flow of the course. One should expect a time consuming process and understand that the negotiations are not over after a contract gets signed. The younger Chinese generation seems to be moving towards more individualistic approach during negotiation and puts less significance in harmonious relations. They spend more time on the content and technical issues than their elders do. This suggests that the times are changing between generations in China, but slowly.

Samþykkt: 
  • 13.5.2014
URI: 
  • http://hdl.handle.net/1946/18251


Skrár
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