heir goals and reach a compromise which allows both to achieve their needs but when negotiating with Chinese businessmen the playing field changes entirely. The Chinese businessman is suspicious of other Chinese businessmen especially that of western businessman. To reach the end of a compromise takes much effort and work for the westerners. The goal to perform a successful negotiation is to please the business owner and establish a friendship.
The Chinese are living in a Collectivist society set by Communist rule. China has the lowest Individualism ranking when compared to other Asian countries (20 to 24). Chinese do not hold many close ties outside of their immediate family which places an importance to establish a trusting friendship with Chinese businessmen. Whenever a western businessman begins a negotiation, the Chinese businessman will relay the deal to his/her boss. This is also a reflection of the high score in Power Distance ranking. Lower members of a strata, a group, community or organization highly respects the authority. That is why when negotiating with the Chinese , it is assumed that the person would relay all the details to the boss. The boss will make a decision on the negotiation deal. He may require a meeting with the westerner. When in a meeting, it is crucial to know Chinese ethics.
Certain areas of concern to the western businessman such as intellectual property is also a problem in China. Apparently, China is used to mass production and would mimic or copy any product at a lower price. Unlike westerners, they do not have much respect for intellectual property. Because of this, many western businessmen get upset when their product has been cloned or copied outright. It is therefore important for an American businessman to secure his own products legally unless he sees a copycat at a lower price.
When it comes to manners, there are many things a businessman can do to humiliate a Chinese businessman. A western businessman must never