Essay on A Comparison of negotiation style

3169 Words May 19th, 2014 13 Pages
University of International Business and Economics (UIBE)

Dimensions of Success in Business Negotiation
A Comparative Study of
Chinese and Thai Business Negotiators

Term Paper
Spring, 2014

Sarawin Mangmeesapsin

Cross-Culture Management - IB508
Prof. Huang Zhenhua

Dimensions of Success in Business Negotiation
A Comparative Study of Chines and Thai Business Negotiators

1. Introduction

Negotiating with firms from different cultures face many challenges, from initiating and smoothing communication to establishing long-lasting relationships and mutual trust, as well as, from drafting agreements to delivering their offer conductions. To mention about Chinese
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It pertains to societies in which the ties between individuals are either loose (individualism) or cohesive (collectivism). Negotiators from collectivist cultures tend to have a collective decision making process and large negotiation teams.
The concepts of masculinity and femininity also relate to negotiation style. A masculine culture emphasizes assertiveness and competition. Negotiators from a high masculinity culture are task-oriented, whereas, negotiators from feminine cultures tend to be indirect, cooperative, and display harmonious relationships.
Managing uncertainty refers to the extent to which the members of a culture feel threatened by uncertain or unknown situations. Negotiators from a high uncertainty avoidance culture seek more information; require more clarification and explanation of issues.
Later Hofstede added a fifth dimension: long-term orientation in life versus a short-term orientation. Partners with short-term orientation expect quick results and can be influenced by time pressure, whereas, long-time orientation adapt traditions to a modern context and value the necessity to establish a relationship (Hofstede, 1991).

4. Culture roots of negotiation styles

4.1 Impact of Chinese Cultures on Business Negotiation
The dynamics of Chinese business negotiating style is driven by Chinese business culture. The cultural factors that influence Chinese negotiation style consisting of Confucianism, Taoism and Chinese war stratagems.
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