Fighting dragons with dragons: Approaches for negotiating with Chinese partners Case Solution & Answer

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For many U.S. companies engage with China’s trading partners, negotiated promises but models that were not accepted by their Chinese counterparts are often the rule rather than the exception. Although several issues play a role in this sorry state, there are many factors that are not under the control or correction U.S. negotiators. However, two particularly damaging factors can be controlled and corrected by U.S. officials. The first is its tendency to negotiate from decidedly Western sociocultural perspectives. Second is that managers often trade in the states of the relative ignorance of some key cultural values â€‹â€‹strongly influence Chinese trade practices. Based on Bing Fa, this article describes methods to enable managers to negotiate more effectively with Chinese partners. In turn, approaches to investigate U.S. officials about how and why they should (when negotiating with their Chinese counterparts) embrace the unusual, as usual, start with the hard ends in mind, anticipate / prepare conflict never resist resistance, [instead] always retreat contact discretion grace, act like ladies and gentlemen, and never will die to death in [his] arms. Adopting these tactics, and managers in the United States would reduce the impact of two factors that, when present, degrade the effectiveness of your trading.
by
David Strutton,
Gina A. Tran,
David G. Taylor
Source: Business Horizons
12 pages.
Release: September 11, 2013. Prod #: BH553-PDF-ENG
Fighting dragons with dragons: Approaches to negotiate with the Chinese partners Box Solution