Group Case Study: Chinese Negotiation Strategies

Suppose you have been selected to represent your organization in the negotiation of a business

transaction in China. Before leaving for China, you prepare yourself by learning the most widely used

and accepted negotiation styles and strategies in China. You read newspaper articles and research

studies on negotiation strategies. In addition, you analyze the cultural issues in China that might

alter your negotiation style and affect your success or failure during the negotiation process. Answer

the following questions regarding the negotiation process the Chinese use, assuming that you are in

China to negotiate a business transaction:

•Name and discuss four cultural areas that will cause differences in the negotiation strategies that you

and your Chinese partners use. How will you try to overcome these differences so that they do not affect

the success or failure of your business negotiation?
•How would an American prepare for negotiating with the Chinese?