Good negotiation skills are very important when doing business with people from other cultures. People from different cultures have different expectations about negotiation outcomes and therefore use different negotiation styles.
If you compare negotiation styles in Germany and China you will discover many differences. Most of these differences are due to the very different cultures of Germany on the one side and China on the other side.
This paper analyzes possible steps in a negotiation between Germans and Chinese. It also gives some guidelines on how to avoid possible conflicts during such negotiations.
Inhaltsverzeichnis (Table of Contents)
- Introduction
- Overview of the structure
- Greeting:
- Name cards
- Seating
- Guanxi - relationship
- Time
- Meeting:
- Discussion styles - consensus
- Conflict situations
- Contract
- Conclusion
Zielsetzung und Themenschwerpunkte (Objectives and Key Themes)
This paper analyzes the potential steps and challenges involved in negotiations between German and Chinese managers. It aims to provide a guide on how to avoid potential conflicts during such negotiations by highlighting the cultural differences between the two countries.
- Cultural differences in negotiation styles between Germany and China
- The importance of understanding cultural dimensions such as individualism vs. collectivism, specific vs. diffuse cultures, and achievement-oriented vs. ascriptive cultures
- The impact of cultural differences on greetings, seating arrangements, and relationship-building (Guanxi)
- The importance of face-saving in Chinese culture and its impact on negotiation styles
- The role of consensus-building and indirect communication in Chinese negotiations
Zusammenfassung der Kapitel (Chapter Summaries)
- Introduction: Introduces the importance of understanding cultural differences in negotiation and highlights the contrasting cultural values between Germany and China.
- Overview of the structure: Outlines the structure of the paper and the scenario of a German manager negotiating with a Chinese counterpart.
- Greeting: Examines the importance of name cards, seating arrangements, and relationship-building in both cultures, highlighting the differences in cultural expectations and perceptions of status.
- Meeting: Discusses the contrasting styles of communication and decision-making in German and Chinese negotiations, including the importance of face-saving, consensus-building, and indirect communication in Chinese culture.
Schlüsselwörter (Keywords)
The main keywords and focus topics of the paper include: intercultural negotiations, German and Chinese culture, cultural dimensions (individualism/collectivism, specific/diffuse cultures, achievement-oriented/ascriptive cultures), negotiation styles, greetings, seating arrangements, Guanxi (relationship building), face-saving, consensus-building, indirect communication, and conflict avoidance.
Frequently Asked Questions
What are the main differences in negotiation styles between Germans and Chinese?
Differences arise from cultural dimensions such as individualism vs. collectivism and direct vs. indirect communication styles.
What is "Guanxi" and why is it important in Chinese business?
Guanxi refers to the building of personal relationships and trust, which is often a prerequisite for successful business negotiations in China.
How should one handle name cards in a meeting with Chinese managers?
The paper highlights specific cultural expectations regarding the exchange and treatment of business cards as a sign of respect and status.
What does "face-saving" mean in Chinese negotiations?
It involves avoiding direct confrontation and public embarrassment to maintain harmony and respect for all parties involved.
How do seating arrangements affect the negotiation?
Seating in Chinese culture often reflects hierarchy and status; understanding these protocols is crucial for a smooth meeting.
- Quote paper
- Claudia Dreizler (Author), 2002, How to negotiate with Chinese managers, Munich, GRIN Verlag, https://www.grin.com/document/6323
