Creation of cross-cultural teams
Train employees for challenges of cross-cultural management
National negotiating style
The Chinese Negotiation http://www.globalnegotiationbook.com/John-Graham-research/negotiation-v1.pdf Negotiating in China: 10 rules for success http://www.forbes.com/sites/jackperkowski/2011/03/28/negotiating-in-china-10-rules-for-success/
pp. 163 note
However, china is also a difficult and risky market for western business communities to operate in. the surprises, disappointment, and frustration on the part of western business people are not strange. China is a special challenge: it is the world’s largest emerging market, largest communist bureaucracy and oldest culture. These unique features make china a unique case in international business that calls for special academic and managerial attention. Now that china has reached and agreement with the European union and United States of America about its membership in the world trade organization (WTO), the importance of china as a trade partner is going to increase further.
Question: * What are the meaningful stages of the Sino-western business negotiation process? * What are the main contentious issues in the formal negotiation sessions? * How can we understand chinese negotiating style observed in various stages