How to make a deal in China - A guide for German negotiators

Business & Finance, Management & Leadership, Management
Cover of the book How to make a deal in China - A guide for German negotiators by Jan Schnack, GRIN Publishing
View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart
Author: Jan Schnack ISBN: 9783638150804
Publisher: GRIN Publishing Publication: October 30, 2002
Imprint: GRIN Publishing Language: English
Author: Jan Schnack
ISBN: 9783638150804
Publisher: GRIN Publishing
Publication: October 30, 2002
Imprint: GRIN Publishing
Language: English

Seminar paper from the year 2002 in the subject Business economics - Business Management, Corporate Governance, grade: 1,0 (A), Furtwangen University (Institute for Economics), course: Managing Cultural Diversities, 13 entries in the bibliography, language: English, abstract: Since the opening of the People's Republic of China in 19781, China has become a more and more important business partner for Germany. Today China is the second biggest Asian trade partner of Germany. In the year 2000 the trade between China and Germany increased by 34 %.2 That is why more and more managers from Germany go to China for business negotiations. 'Global managers spend more than 50 percent of their time negotiating.'3 In this paper I am going to explain the differences how negotiations are conducted in China and Germany and what German managers involved in cross-cultural negotiations with the Chinese should bear in mind in order to avoid conflicts and misunderstandings. I assume that both, the Chinese and the Germans have not been trained in intercultural management before joining the negotiation. Fons Trompenaars describes the German culture as universalistic, collectivistic, diffuse and achievement-oriented, whereas he characterizes the Chinese culture as particularistic, collectivistic, very diffuse and ascriptive. In this paper I will divide the negotiation process into three stages and explain the cultural dimensions involved. [...] _____ 1 Chinanah, www.chinanah.com/forument001.htm 2 Bundeswirtschaftsministerium, www.wirtschaftsministerium.de 3 Adler, Nancy, p. 191

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

Seminar paper from the year 2002 in the subject Business economics - Business Management, Corporate Governance, grade: 1,0 (A), Furtwangen University (Institute for Economics), course: Managing Cultural Diversities, 13 entries in the bibliography, language: English, abstract: Since the opening of the People's Republic of China in 19781, China has become a more and more important business partner for Germany. Today China is the second biggest Asian trade partner of Germany. In the year 2000 the trade between China and Germany increased by 34 %.2 That is why more and more managers from Germany go to China for business negotiations. 'Global managers spend more than 50 percent of their time negotiating.'3 In this paper I am going to explain the differences how negotiations are conducted in China and Germany and what German managers involved in cross-cultural negotiations with the Chinese should bear in mind in order to avoid conflicts and misunderstandings. I assume that both, the Chinese and the Germans have not been trained in intercultural management before joining the negotiation. Fons Trompenaars describes the German culture as universalistic, collectivistic, diffuse and achievement-oriented, whereas he characterizes the Chinese culture as particularistic, collectivistic, very diffuse and ascriptive. In this paper I will divide the negotiation process into three stages and explain the cultural dimensions involved. [...] _____ 1 Chinanah, www.chinanah.com/forument001.htm 2 Bundeswirtschaftsministerium, www.wirtschaftsministerium.de 3 Adler, Nancy, p. 191

More books from GRIN Publishing

Cover of the book St. Paul's Cathedral from past to present by Jan Schnack
Cover of the book Double Click Case Analysis by Jan Schnack
Cover of the book François Truffaut, FAHRENHEIT 451 : Quand les livres brûlent by Jan Schnack
Cover of the book Stakeholder Management. The Sustainable Management of Nestlé's Cocoa Supply Chain in the Ivory Coast by Jan Schnack
Cover of the book Necessity of improving learners' self-esteem and lowering anxiety by Jan Schnack
Cover of the book The Political Process in the European Union: Decision Making Procedures and Implementation of Policy by Jan Schnack
Cover of the book Emily Dickinson's Death Poetry by Jan Schnack
Cover of the book Does an enlargement of the European Union inhibit the party establishment of a European party system? Case study of Turkey by Jan Schnack
Cover of the book How 'Vote or Die!' Lured Youths to Vote in the 2004 American Presidential Elections by Jan Schnack
Cover of the book Becoming Transnational? Russion Jewish Students at the Universities of Late Imperial Germany by Jan Schnack
Cover of the book Marketing Higher Education in Russia by Jan Schnack
Cover of the book Social and religious aspects in Bram Stoker's DRACULA by Jan Schnack
Cover of the book Eric Schlosser's 'Chew on This' - The changing zeitgeist, the impact of corporations on contemporary American society and the role of journalism by Jan Schnack
Cover of the book The creation of the European Monetary Union (EMU) by Jan Schnack
Cover of the book Benito Cereno: Delano -The Unreliable Narrator by Jan Schnack
We use our own "cookies" and third party cookies to improve services and to see statistical information. By using this website, you agree to our Privacy Policy