The preparation of German entrepreneurs for the different cultural peculiarities of negotiations with Chinese business partners
The preparation of German entrepreneurs for the different cultural peculiarities of negotiations with Chinese business partners

Author: Monika Koeckeritz

Publisher: BoD – Books on Demand

Published: 2015-03-05

Total Pages: 121

ISBN-13: 3734772451

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Today People’s Republic of China is emerging as one of the major global economies. But a lot of negotiations between German and Chinese businessmen have failed in China because German entrepreneurs have not been sufficiently prepared for the different cultural peculiarities of negotiations with Chinese business partners. This dissertation will analyse the cultural peculiarities of negotiations with Chinese business partners. Different theories about culture, communication and negotiations and their interactions are examined. The researcher will analyse differences between the German and Chinese business culture including the values influencing the German and Chinese business behaviour and communication style. A comparison of the German culture and negotiation skills with the Chinese culture and negotiation skills will be drawn. Prerequisites to commitment in China will be investigated and the Chinese framework of communication will be identified. Furthermore the Chinese bargaining and negotiation tactics as well as the purpose and format of Chinese negotiations will be discovered and the importance of “guanxi” and “mianxi” and their effects on business behaviour will be identified. The researcher will also advance the hypothesis that China has faced and will face the influence of materialism as a force undermining traditional values. To prove this hypothesis, she will analyse potential factors and forces that influence Chinese culture and with it the negotiations with Chinese business partners.

No Such Thing as Small Talk
No Such Thing as Small Talk

Author: Melissa Lamson

Publisher: Happy About

Published: 2010

Total Pages: 113

ISBN-13: 1600051901

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Many business leaders, when they begin to work overseas or interact professionally with teams abroad, are surprised by how much they thought they knew about the other culture, but how little it counts for on the ground. The reality is that communication is multi-dimensional, and simply knowing a foreign language doesn't mean one automatically understands the culture that goes with it. Idiom, psychological factors and cultural nuance all come into play. To grasp a culture, and communicate meaningfully to it, you need familiarity with language, of course, but also with non-verbal communication, customs, perceived values, and concepts of time and space. "Melissa Lamson," with years of experience in creating and nurturing high-performing global teams, understands how "It's not enough to know the language!" In her book, " No Such Thing as Small Talk," she focuses on Germany, a major business partner for the United States, and the country in which she has lived and worked for over a decade. Business leaders today expect to face cultural differences when they do business with, for example, China or Brazil. But with a Western, industrialized country like Germany, one that displays a business etiquette and work ethic similar to the United States, it is easy to overlook the differences simply because so much appears, on the surface, to be the same. The differences are not in your face but subtle. And these small, yet critical, differences are exactly what Melissa's book will help you identify, respect and bridge. Melissa succinctly presents what she calls seven keys, or principles, to unlocking the German business mind. Her principles, whether they relate to process, punctuality, discipline or email communication, are insightful, personal and compelling. Not only does she clearly lay out the differences, but she also offers a cultural perspective that is rich with personal narrative. If you plan to be in any way professionally engaged with Germany--whether you wish to participate in trade fairs, carry out negotiations with partners or colleagues, discuss schedules or terms with customers, or even apply for a job in Germany--the appropriate cultural understanding, as this book describes, will create mutual trust and will quite likely be the key to your business success.

Doing business in China. Negotiating cross cultural communication
Doing business in China. Negotiating cross cultural communication

Author: Hakime Isik-Vanelli

Publisher: GRIN Verlag

Published: 2004-07-05

Total Pages: 41

ISBN-13: 3638288056

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Seminar paper from the year 2003 in the subject Business economics - Business Management, Corporate Governance, grade: Distinction, Bond University Australia, language: English, abstract: China is the most populous country in the world with a population of 1.25 billion and the third largest country after Russia and Canada is China. For many this is an opportunity. China is rich in culture and this guide is created to look specifically at cultural dimensions and assist companies with the cross-cultural aspects of doing business in China. As the culture varies from region to region this guide uses a holistic approach. It addresses how the Chinese culture is different from other cultures and demonstrates different situations to consider before doing business in China. This guide is an adventure divided into six major sections including cultural dimensions, communication cross culturally, negotiation cross culturally, team work in China, selection of expatriates, and business ethics for China. Recommendations are made within each section. The appendix enclosed is also very useful for further explanation of examples given within this guide. Although China is the largest market it is also is one of the greatest cultural challenges. Deeply rooted into the Chinese society is a partnership waiting to blossom. This guide is created to prepare companies for the cross-cultural aspect of the partnership. As the Chinese proverb says each journey begins with one single step.

How to Negotiate with Chinese Managers
How to Negotiate with Chinese Managers

Author: Claudia Dreizler

Publisher: GRIN Verlag

Published: 2008-05

Total Pages: 30

ISBN-13: 3638940330

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Seminar paper from the year 2002 in the subject Business economics - Business Management, Corporate Governance, grade: 2,0 (B), Furtwangen University (Institute for Economics), course: Managing Cultural Differences, 9 entries in the bibliography, language: English, abstract: 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.

How to negotiate with Chinese managers
How to negotiate with Chinese managers

Author: Claudia Dreizler

Publisher: GRIN Verlag

Published: 2002-08-23

Total Pages: 12

ISBN-13: 3638139174

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Seminar paper from the year 2002 in the subject Business economics - Business Management, Corporate Governance, grade: 2,0 (B), Furtwangen University (Institute for Economics), course: Managing Cultural Differences, language: English, abstract: 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.

Chinese-Dutch Business Negotiations
Chinese-Dutch Business Negotiations

Author: Xiangling LI

Publisher: BRILL

Published: 2021-11-22

Total Pages: 216

ISBN-13: 9004484698

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The Chinese are known as an inscrutable people in the West. With the rapid globalisation of world business, China, with its booming economy and as one of the world's largest emerging markets, is attracting increasing numbers of international traders and investors. Various sources have shown that language and culture are, among other factors, two of the major obstacles to successful business collaborations between the Chinese and Westerners. This dissertation aims to help remove these obstacles by offering some insights into the intricate mechanisms of business negotiation between the Chinese and the Dutch. While most of the research concerning Chinese-Western communication has used everyday conversation as the subject of study, this research chooses negotiation, the core of international business, as its subject. Micro-level qualitative discourse analyses are used as the main research method in addition to ethnographic methods such as the questionnaire survey and interview. The main data used are simulated as well as real-life video-taped Chinese-Dutch business negotiations. Questionnaire survey and interview data from real-life Chinese and Dutch negotiators are used as support data. The phenomena recurrently cropping up across the negotiations are examined at a turn-to-turn level to pinpoint places where problems arise that prevent the negotiators from reaching mutual understandings and fulfilling negotiation goals. The deep-rooted cultural concepts underlying the linguistic phenomena prove to be the main trouble sources. The results of this research are relevant for both the academic and business world.

Area Studies, Business and Culture
Area Studies, Business and Culture

Author: Horst Kopp

Publisher: LIT Verlag Münster

Published: 2003

Total Pages: 440

ISBN-13: 9783825866235

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As the level of globalization in business relationships rises, the importance of questions and problems pertaining to intercultural communication increases more and more. This gives rise to new tasks for the social sciences, which can only be successfully performed through interdisciplinary cooperation in the sense of area-studies. Between 1995 and 2002 for area, the Bavarian research network for area-studies, drew together numerous members of the scientific community who are specialized in the social sciences to pursue previously unresearched topics in areas of overlap of business and culture as exemplified in non-European regions. The most important results are collated here.

Experience-based learning as a method for a better understanding of intercultural concepts
Experience-based learning as a method for a better understanding of intercultural concepts

Author:

Publisher: GRIN Verlag

Published: 2014-09-24

Total Pages: 27

ISBN-13: 3656749264

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Essay aus dem Jahr 2013 im Fachbereich BWL - Sonstiges, Note: 1,7, Friedrich-Alexander-Universität Erlangen-Nürnberg (International Management), Veranstaltung: Advanced Intercultural Communication and Negotiation Skills, Sprache: Deutsch, Abstract: The special role of China in the globalization process as a trading partner for the western world can be best observed in the increasing number of business trips from foreign business persons to China. It reached the total amount of more than 6.3 million trips in 2011 (National Bureau of Statistics of China, 2012). All these employees need to be prepared to be able to deal with the characteristics of Chinese business which result from different concepts of thinking in the Chinese and western culture. Crucial incidents can happen, if the preparation process is not taken seriously. In order to avoid unpleasant situations, business people mostly get prepared with the use of intercultural trainings to learn about the common concepts that influence thinking and actions in foreign cultures. One of the most important concepts coming from the Chinese culture is called “Mianzi (面子)” and means “to give and lose face”. In order to increase the understanding for this concept, experience-based learning methods can be used. The “Mianzi Simulation” is supposed to be one representative of these methods and was developed by students in a master course at the University of Erlangen-Nürnberg. The aim of this paper is to investigate on the success of the “Mianzi Simulation” as well as its suitability into the experience-based learning approach. Furthermore, its possible practical relevance for the future in intercultural trainings is examined. Therefore, the following research question will be discussed during this paper: Does the “Mianzi Simulation” facilitate the understanding of the concept of face for participants of intercultural trainings? To answer this research question, first the most important terms concerning experience-based learning and the concept of Mianzi will be clarified. Then, the concept and requirements of experience-based learning are examined. This part is followed by the description of the recently designed “Mianzi Simulation” and the derivation of research hypotheses. In the main part of this paper, it will be investigated, if the “Mianzi Simulation” fulfills the characteristics of experience-based learning and is therefore a suitable instrument to be used in intercultural trainings to ensure a better understanding of the concept of face. Finally, the “Mianzi Simulation” will be critically assessed and an outlook for future research will be given.

Trust in German-Chinese Business Cooperation
Trust in German-Chinese Business Cooperation

Author: Edgar Klinger

Publisher: Walter de Gruyter GmbH & Co KG

Published: 2024-06-17

Total Pages: 170

ISBN-13: 3111344568

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What makes international joint ventures successful? Among other key success factors such as strategic fit, material and political-relational incentives, and the cultural compatibility of the joint venture partners, the role of one factor in the successful establishment and management of joint ventures is critical: the mutual trust among the managers involved. This book explores how to establish, develop, and continue to nurture mutual trust between the managers of German and Chinese joint ventures. A series of guided interviews conducted by the authors reveals assessments of Chinese and European executives about their mutual trust in the context of the cultural differences between the two countries, the worldviews characterizing China and Germany, and their impact on the behavior of their executives. The authors then use these judgements from the interviews to make recommendations for action to build more successful cooperation in German-Chinese business cooperation in future joint enterprises. Trust in German-Chinese Business Cooperation is essential reading for managers of international companies and students of business management, business psychology and intercultural management.

Cultural Differences in Managing Cross-Cultural Interaction between German and Chinese Employees
Cultural Differences in Managing Cross-Cultural Interaction between German and Chinese Employees

Author: Laura Schiffner

Publisher: GRIN Verlag

Published: 2013-01-21

Total Pages: 25

ISBN-13: 3656355665

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Studienarbeit aus dem Jahr 2012 im Fachbereich BWL - Unternehmensführung, Management, Organisation, Note: 2,0, Technische Universität Carolo-Wilhelmina zu Braunschweig, Veranstaltung: Topics in Intercultural Communication, Sprache: Deutsch, Abstract: The Chinese market is one of the most successful developing regions of the world. Today, it offers enormous possibilities for (German) companies to invest in this market i. a. though the delegation employees to China as well as the integration of Chinese employees in Germany. Due to the skill shortages it will become more necessary than ever to recruit high potentials, to transfer and to share knowledge about a certain business unit.Integrity and commitment are the most essential factors for a successful cooperation and teamwork within the company as well as for company`s success. Therefore it will be necessary to have a cooperative atmosphere with a mutual cultural understanding. Every employee “must use cross-cultural skills” (Adler 2002: 136). As Adler mentioned, organizations consist of work groups which form the organization structure. The quality of these teams depends on cultural heterogeneities and its productivity and performance “depends on how well the team works together and uses its resources to accomplish the task” (Adler 2002: 139). This goal can only be reached by understanding foreign cultures and using diversity. Diversity implies differences in “preferences, habits, languages and cultures” (Guirdham 2005: 305). Multinational working groups und cultural diversity can be the key for a much higher effectiveness and success than homogenous teams. To develop an understanding for this purpose, Hofstede`s dimensions will be considered and analyzed, esp. against the background of Doing Business. Although, Hofstede`s concept of culture will be the basis for this work but moreover, the works of Adler, Guirdham, Beamer/Varner and Hall/Hall will play an additional role in this paper. This work will focus on multinational companies only, since the importance of intercultural business and cultural diversity is very high in contrast to domestic, multidomestic or multinational companies (cf. Adler 2002: 134). The following work shows the different cultural concepts in China and Germany and its relevance for a successful business, good collaboration and teamwork. Hofstede`s dimensions will be explained and applied in different contexts, by way of using different examples of employee participation, work-related behavioral patterns and conflict solving in organizations of different cultures. The examples refer to settings in organizations in Germany and China.