Chinese Negotiators

3482 Words Nov 9th, 2010 14 Pages
| Models and Techniques For Conflicts Resolution Final Proyect | | ITESM-CEM
MARIA EUGENIA ABUELA SOSA LUIS SARAI CHEHAIBAR GARCINI NOV 2010 | [“How Giving Face Can Brew Success”] | MODELS AND TECHNIQUES FOR CONFLICTS RESOLUTION Prof. RINA PANDEY- FINAL PROYECT |

INTRODUCTION

The following analyzed case presents a fundamental consideration in cross cultural business negotiations and it evidences how learning to understand cultural differences and work with them can make possible multimillion-dollar business and successful enterprises. Each country gives more or less value to every aspect into the negotiation process, so as we will see in this brewery
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He realizes also that plans for brewery were not well define as he thought. Literally it was said that Benjamin decided to play the role of the expert and be the one needed. He realized that success may require be really careful with Chinese culture after spoke with two Chinese Australians in his staff, who warned him about the inadequacy in being that “direct” pointing out the shortcoming of Chinese plans. Those two persons, who were a sort of intermediaries between culture boundaries, became fundamental helpers in his team for make decision. Finally, he played the best strategy and offered them to work on developing the competitive brief using the latest technology to build relationships with the Chinese before the cooperative phase had begun.

He took advantage over the other foreign companies, French, Belgian and German developing the brief while they were just waiting for establishing a formal conversation arranged for The Chinese to negotiate. The consultant source includes Benjamin’s literal description over the situation, based on this we can saw that there was an intense competency between the different countries cause all were specialized in brewery design so then they already knew each other and used this previous knowledge to create strategies and take advantage and a very interesting thing is that not only
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