Term Paper: Finances the Style of Chinese Negotiating

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Finances

The style of Chinese negotiating is very different from that traditional in most Western, and even Japanese, business settings. Although China's extensive building and modernization process has altered its traditional negotiating system, it still remains uniquely Chinese. What is interesting is that instead of seeing China alter its negotiating style in order to compete in the global economy, which is currently Western dominated, the Western nations are altering their negotiating style in order to compete in the emerging Chinese marketplace. Instead of the typical Westernization of a new market economy, as occurred in Japan, in China there is a unique China-ization of the market place, which is changing how business is done on the global scale, and giving the Chinese the upper hand.

Since China's implementation of the open-door policy and its emergence into the global community, much work has been done on the uniquely Chinese negotiation style. However, much of this information is based on stereotypes and traditions that are no longer dominate in Chinese culture. For example, most Western studies focus on the importance of relationships and trust in the Chinese negotiation process. However, although these were important components in traditional negotiation styles, they are no longer as central in the new, global China. For this reason, in order… [END OF PREVIEW]

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