This paper analyses the case ‘East meets West in Shoe Manufacturing Negotiations’ in order to identify the main intercultural issues and communication problems between the U.S.A. and China in order to avoid and resolve these issues in the future. The main problems identified in the case study resulted from extreme cultural differences and little knowledge of the other culture. To relate these issues with theory, two models of national culture have been chosen. With the help of Hofstede’s model and Nardon/Steers’ model the issues have been analyzed and linked to intercultural differences. It was found that the problems in the case study can be explained by these models and are therefore resolvable. The U.S. team is recommended to take action, e.g. learning Chinese and studying Chinese culture, in order to develop a good relationship with their Chinese counterparts to reach their business goals.
Table of Contents
1. Executive Summary
2. Introduction
3. Identification of problems and issues
3.1 Cultural issues:
3.2 Verbal intercultural communication issues:
3.3 Nonverbal intercultural communication issues:
4. Literature review
4.1 Geert Hofstede’s Model of National Culture
4.2 Nardon and Steer’s Model of National Culture
5. Case Analysis
6. Recommendations
7. References
Objectives and Topics
The primary objective of this report is to analyze intercultural communication conflicts and business negotiation challenges between the United States and China, utilizing established cultural frameworks to propose actionable solutions.
- Intercultural communication barriers
- Application of Hofstede’s Model of National Culture
- Application of Nardon and Steers’ model
- Verbal and nonverbal etiquette in international business
- Strategic recommendations for cross-cultural negotiation success
Excerpt from the Book
3. Identification of problems and issues
Various issues arose in the case study. In the following, cultural issues and both verbal and nonverbal intercultural communication issues will be identified.
3.1 Cultural issues:
Different styles of interpersonal talk were apparent. The U.S. team sought to talk about business while their Chinese counterparts had a high interest in personal questions. Also, at the banquet, Mr Brown lacked an understanding of Chinese etiquette: He offers the first toast, which is an entitlement of the host (Mack, n.d.) and does not know who is to leave first. Another cultural issue is the realisation that more than one trip to China is required because they are not able to progress in the meeting due to a main focus on pleasantries and constant questions during the presentation.
3.2 Verbal intercultural communication issues:
First of all, there is the language barrier between the two companies. Mr Brown and his team do not speak Chinese (‘the U.S. team felt very uncomfortable because they knew very little Chinese’) and only one member of the Chung Sun Company speaks fluent English. Secondly, the U.S. team did not hire their own translator. It is questionable if they can trust the translator provided by the Chung Sun Company.
3.3 Nonverbal intercultural communication issues:
There are various issues in the case study due to very different nonverbal communication in the two cultures. Firstly, the gift that was given to Mr Deng is wrapped in white paper which symbolises death in China (Mack, n.d.). Secondly, the grasping of Mr Deng’s forearm could be seen as an inappropriate and disrespectful gesture, as China is a low contact culture (Cooper, 2007).
Summary of Chapters
1. Executive Summary: Provides an overview of the analysis concerning the 'East meets West' case, highlighting cultural clashes and recommending specific cross-cultural training.
2. Introduction: Outlines the research scope, focusing on identifying communication issues between the U.S. and China using academic cultural models.
3. Identification of problems and issues: Details specific cultural, verbal, and nonverbal misunderstandings occurring during the negotiation process.
4. Literature review: Explains the theoretical framework by discussing Geert Hofstede’s and Nardon/Steers’ models of national culture.
5. Case Analysis: Connects the identified practical issues to the chosen cultural theories to explain the root causes of the negotiation difficulties.
6. Recommendations: Offers practical steps for the U.S. team to improve future negotiations through cultural adaptation and better preparation.
7. References: Lists the academic sources and literature utilized to support the arguments in the report.
Keywords
Intercultural communication, Hofstede’s Model, Nardon and Steers’ model, Business negotiations, USA, China, Cultural differences, Verbal communication, Nonverbal communication, Haptics, Etiquette, Power Distance, Individualism, Collectivism, Long-Term Orientation.
Frequently Asked Questions
What is the core subject of this research report?
The report examines intercultural communication challenges encountered during business negotiations between an American team and a Chinese company, specifically focusing on the 'East meets West in Shoe Manufacturing Negotiations' case study.
What are the central thematic fields covered?
The themes include the analysis of cultural dimensions, language barriers, nonverbal communication codes (haptics), and the importance of business etiquette in international relations.
What is the primary objective of this work?
The primary goal is to understand the root causes of negotiation failures between the U.S. and Chinese teams and to provide actionable recommendations for resolving these conflicts.
Which scientific methods are employed?
The report utilizes a comparative case analysis method, applying established theoretical frameworks—specifically Hofstede’s Model of National Culture and the Nardon/Steers model—to interpret real-world business interaction data.
What does the main body of the report cover?
It covers the identification of specific communication issues, a detailed literature review of cultural models, a critical analysis of the case using these models, and strategic recommendations for future conduct.
Which keywords characterize this work?
Key terms include Intercultural communication, Hofstede’s Model, Business negotiations, Cultural differences, and Chinese etiquette.
Why is the white paper gift considered a major issue in the case?
In the specific context of Chinese culture, white paper is associated with death and funerals, making it an offensive choice for gift-wrapping, which inadvertently created a barrier to building a positive business relationship.
How does the report explain the U.S. team's frustration with the meetings?
The frustration is explained by the conflict between the American preference for short-term goal achievement (low score on Long-Term Orientation) and the Chinese preference for building personal relationships before negotiating business deals.
- Quote paper
- Dominique Wagner (Author), 2011, Intercultural Communication - East meets West in Shoe Manufacturing Negotiations, Munich, GRIN Verlag, https://www.grin.com/document/192227
