Chinese and US Negotiation Styles

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Wall (1985) defines negotiations as the process of exchanging ideas between two parties. They are normally conducted so as to articulate and possibly achieve either party's objectives. Kipnis and Schmidt (1983) assert that negotiations are things that take part in our day to day lives.


This stems from the fact that cultures, objectives and situations may influence people's behaviour. There have been certain characteristics that are distinctly common among certain negotiators. This means that one can identify particular countries with particular negotiating styles.
This particular essay will focus on the characteristics prevalent among the American negotiations and the Chinese. This is because the latter parties are quite different. There have bee major conflicts that have arise from those differences. However, one must not under estimate the fact that there are in deed some similarities between these two groups. (Bazerman & Carroll, 1987)
Sun Tze is undoubtedly one of the most influential war strategists and authors in the Chinese traditional culture. His teachings shaped the cultural beliefs held by the natives of his homeland. In his book, the Art of War, the author stresses the fact that real prowess is depicted when an opponent uses wit to subdue his enemy rather than direct confrontation. The main message behind his teachings was psychological manipulation. This is something that has been adopted by Chinese negotiators and businessmen. They usually engage in psychological warfare of wits where they attempt to change their adversary's state of mind through the use of intellect. ...
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