A Comparative Study of Sino-U.S. Business Negotiation Strategy From the Perspective of Cultural Dimensions Theory

Shuo CAO, Ying LIU, Jingyang GAO

Abstract


Business negotiation serves as an important activity in Sino-U.S. trade where Chinese companies pay much attention to the relations with their American counterparts. Due to the salient differences in cultures and ways of doing business, negotiating conflicts occur frequently, which impedes the smooth advance of business activities. This comparative research aims to analyze differences in Sino-U.S. business negotiation from an intercultural perspective, providing advice for Chinese negotiators in an attempt to reduce misunderstandings and disputes.
The author has collected information about the definition of international negotiation as well as the current state of intercultural research and summarized previous related studies. This study employs Hofstede’s cultural dimensions theory and conducts case analysis in ways that apply the theory into practical negotiation situation.
The findings show that Chinese negotiators value long-term business partnership; in addition, they often consult their superiors when the expected conditions change; in terms of communication model, Chinese negotiators prefer indirect speech and constantly use euphemism; a general framework on the contract is more important than specific details for them. American negotiators give priority to the realization of business goals; negotiators represent the company to make decisions and are responsible for the negotiation results; Americans often point out issues face to face and specify concrete solutions to problems; compared with Chinese negotiators, they prefer to reach a consensus on detailed matters and stress less on general tenets.
This study illustrates features of Sino-U.S. negotiation in an attempt to provide guidance for future related studies. The author also tries to summarize some pragmatic strategies for Chinese negotiators so as to facilitate the negotiation.


Keywords


Comparative research; Sino-U.S. business negotiation; Cultural dimensions theory

Full Text:

PDF

References


Carolyn, B. (1997). Negotiating China: Case studies and strategies (pp.160-161). NSW, Australia: Allen and Unwin.

Chang, L. C. (2006). Differences in business negotiations between different cultures (Unpublished doctoral dissertation). Hsuan Chuang University, Taiwan.

Chen, B. (1996). Negotiating with the Chinese. Vermont: Dartmouth Publishing Company.

Chen, G. M., & Starosta, W. (1998). Foundations of intercultural communication. Boston: Allyn & Bacon.

Feng, Y. (2005). Cultural values and conflict resolution styles in Sino-U.S. business negotiation: An intercultural perspective (Unpublished doctoral dissertation). University of International Business and Economics, Beijing.

Gudykunst, W. B. (2003). Cross-cultural and intercultural communication (p.3). California: Sage Publications.

Hall, E. T. (1973). The silent language. New York: Doubleday.

Hames, D. S. (2012). Negotiation: Closing deals, settling disputes, and making team decisions (p.356). California: Sage Publications.

Hofstede, G. (1980).Culture’s consequences: International differences in work-related values (p.111). Beverly Hills, California: Sage Publications.

Hofstede, G. (2001). Culture’s consequences (p.359). California: Sage Publications.

Laurence, J. B. (2004). Doing business in China: The Sun Tzu Way (pp.154-156). Boston: Tuttle.

Lewicki, R. J., Saunders, D. M., & Barry, B. (2012). International business negotiation (p.282). Beijing: China Renmin University Press.

Lomas, C., Osorio, A .,& Tusón, A. (1993). Ciencias del lenguaje, competenciacomunicativas yenseñanza de la lengua. Barcelona: Paidós.

Phatak, A. V., & Mohammed, M. H. (1996).The dynamics of international business negotiations. Oxford: Business Horizon.

Salacuse, J. W. (1988). Making deals in strange places: A beginner’s guide to international business negotiations. Negotiation Journal, (04), 5-13.

Samovar, L., & Porter, R. E. (1972). International communication: A reader. California: Wadsworth Pub Co.

Singh, B. D. (2008). Managing conflict and negotiation (p.208). New Delhi: Anurag Jain for Excel Books.

Thomas, J. (1983). Cross-cultural pragmatic failure. Applied Linguistics, (02), 96-97.

Ting-Toomey, S. (1982). Toward a theory of conflict and culture. Communication, 18.

Ting-Toomey, S., & Oetzel, J. (2001). Managing intercultural conflicts effectively. California: Sage Publications.

Wang, L. (2013). A comparative study of Chinese and American business negotiation styles from a cross-cultural perspective (Unpublished doctoral dissertation). Xi’an International Studies University, Xi’an.

Wikipedia. (2017, September 6). “Negotiation” [DB/OL]. [2017-09-13] https://en.wikipedia.org/wiki/Negotiation.

Yan, A., & Gray, B. (1994). Bargaining power, management control, and performance in United States-China joint ventures: A comparative case study. The Academy of Management Journal, (06), 1482-1483.

Zhan, X. H., & Zhang, R. C. (2015). An analysis on cultural values of companies from China and the United States — Based on Hofstede’s cultural dimension theory. Overseas English, (23), 208-209.




DOI: http://dx.doi.org/10.3968/10689

Refbacks

  • There are currently no refbacks.


Copyright (c) 2019 Ying LIU

Creative Commons License
This work is licensed under a Creative Commons Attribution 4.0 International License.


Share us to:   


Reminder

  • How to do online submission to another Journal?
  • If you have already registered in Journal A, then how can you submit another article to Journal B? It takes two steps to make it happen:

1. Register yourself in Journal B as an Author

  • Find the journal you want to submit to in CATEGORIES, click on “VIEW JOURNAL”, “Online Submissions”, “GO TO LOGIN” and “Edit My Profile”. Check “Author” on the “Edit Profile” page, then “Save”.

2. Submission

  • Go to “User Home”, and click on “Author” under the name of Journal B. You may start a New Submission by clicking on “CLICK HERE”.
  • We only use four mailboxes as follows to deal with issues about paper acceptance, payment and submission of electronic versions of our journals to databases: caooc@hotmail.com; office@cscanada.net; ccc@cscanada.net; ccc@cscanada.org

 Articles published in Cross-Cultural Communication are licensed under Creative Commons Attribution 4.0 (CC-BY).

 CROSS-CULTURAL COMMUNICATION Editorial Office

Address: 1020 Bouvier Street, Suite 400, Quebec City, Quebec, G2K 0K9, Canada. 
Telephone: 1-514-558 6138 
Website: Http://www.cscanada.net; Http://www.cscanada.org 
E-mail:caooc@hotmail.com; office@cscanada.net

Copyright © Canadian Academy of Oriental and Occidental Culture