Cross-Cultural Communication

The greater power and influence an individual has, the additional he is able of creating favors that require power, such as bypassing zoning regulations or commanding funding. The giving of gifts is extremely significant towards Chinese, not just simply because the gift reflects the idea and consideration the People have for the Chinese but also since the Chinese will think obligated to return the favor by giving a gift of commensurate value. In addition, as Lewicki (238) notes, "The Chinese give gifts to commemorate unique occasions, to cultivate long-term relationships and to generate guanxi," so they take gift giving seriously. Implicit in cross-cultural gift giving could be the dialectic of every culture, which manifests in adages for example the Chinese "The gift is trifling but the feeling is profound" and the American "It will be the thought that counts" (Lewicki 238; "Building the Relationship: 'Guanxi'" 7). Lewicki (163) states that "Culture determines the 'meaning system' of a social environment," and this is particularly true in Chinese negotiations, in which everything inside way a company card is handled towards way an dilemma is addressed in conversation can have a considerable impact not just over a negotiation at hand but also on a ongoing relationship with the Chinese company.

In the "Opening Moves" video, extra details of cross-cultural negotiations concepts in between American and Chinese negotiators.

Among the tips provided for foreign negotiators, being "absolutely prepared," taking "copious and careful notes," and staying calm during the negotiations are key ("Negotiating: Open Moves"). Simply because the Chinese culture and negotiations techniques are vastly different during the American, these three cautions are critical for success. Preparation will allow American negotiators to operate from a position of strength in which they are cognizant of Chinese customs, values, and tactics so that they neither inadvertently make a misstep nor fall victim to unfamiliar strategies. Taking careful notes is vital, due to the fact the meaning and importance of one thing stated from the meeting may well not turn into clear until later, and the Chinese will likely be taking copious notes, as well. Staying calm is a necessity to avoid losing the respect from the Chinese, who know how to remain calm even in high-pressure situations. By learning how to negotiate effectively in the Chinese, American negotiators can avoid the pitfalls demonstrated inside videos and attain successful agreements.

Charlie's work at clear communication was misconstrued by the Chinese, and also the video stresses that Western terms need to be defined to make certain that everybody includes a common understanding in the negotiations ("Negotiating: Open Moves").

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