...Title: Negotiating with the Chinese: A Socio-Cultural Analysis Author(s): Tony Fang and Pervez Ghauri Source: Journal of World Business. 36.3 (Fall 2001): p303. Document Type: Article Full Text: COPYRIGHT 2001 JAI Press, Inc. Full Text: China has been one of the most favorite markets for Western firms for the last decade. However, doing business with China is considered difficult, mainly because negotiating with Chinese counterparts is quite complex. This paper analyses the negotiation process with China from a socio-cultural perspective. A Swedish multinational, Ericsson, is followed for several years and its negotiation process for different Chinese projects in the telecommunication industry is studied in depth. Based on these cases and literature a model is developed and some conclusions are drawn. Finally, managerial implications presented as four Ps: Priority, Patience, Price and People sum up the essence of Chinese business negotiation process. The People's Republic of China (PRC) started to open up its economy to the rest of the world in December 1978. Since then, Western business communities have been enthusiastic about China--the world's largest emerging market with more than one billion consumers. The Western enthusiasm for China decreased somewhat during a period following the Tiananmen Square incident in June 1989. But it rebounded and increased even more vigorously in the 1990s. China's rank in world trade rose from 32nd in 1978 to 9th today. By the...
Words: 9170 - Pages: 37
... Among different nations, China is undoubtedly one of the important counties in the world. China is now not only the “World Factory” but also one of the largest and high growing markets for any kinds of products and services. In the old days when China was ONLY a factory we still have a choice to bypass it and go for alternatives if we do not like the country. Now, it China becomes a major consumer market that no one can afford to ignore. Even we choose not to export to China or sell to the Chinese, the Chinese enter every industry and market you are working in and compete with your business. Most companies nowadays are seeking ways to expand their business to China market. For Team 1 to Team 5 Project Presentation (15%) Length of the presentations will be 15 minutes. Softcopy of the presentation (only ppt or pdf file is accepted) should be submitted into Canvas 24 hours before the presentation and no change can be made after the submission. 10% of total presentation scores will be deducted for any late submission. For Team 6 to Team 10 Project Reports (15%) The report should be within 1500 words excluding student full name, ID, class section and appendix. Softcopy of the written report should be submitted into Canvas 24 hours before class...
Words: 616 - Pages: 3
...周学时/总学时：36 联 系 方 式 (Contact Information)： george.chen@anu.edu.au 辅 导 、 答 疑 时 间 （ Office Hours） 4:00-5:00pm or by appointment ： 一、课程概述 (Course Overview) This course aims to introduce the research students to advanced scientific methods in organization and management research. The focus is on equipping students with the advancedl knowledge and skills for undertaking emperical research and to critically evaluate research conducted by others. The course is divided into four interrelated segments: problem formulation and conceptualisation, the common empirical research methods, measurement issues in management research, and data analysis approach. At the end of the course, students can expect to have acquired an appreciation of the research process both as a craft and as methodology. 二、课程目标 (Objectives) By the end of this course, the students are expected to have attained proficiency in the following areas: identifying research problems in management, reviewing management literature, asking important and interesting research questions and developing hypotheses based on relevant management theories and research evidence, selecting and implementing appropriate research design, collecting data, conducting data analysis with computer softwares such as SPSS, interpreting data, and writing a research proposal and report. 1 三、内容提要及学时分配 (Seminar Timetable and Assessment Schedule) Week Date Topics Text/Readings Assignment Schedule 4 11/10 (Fri) Introduction of Research Methods Bordens...
Words: 1202 - Pages: 5
...Workplace Tutor Name: Eileen McCorriston Student ID Number: 2110943 Date of Submission: April 10th, 2014 Communication is the process which connects discontinuous parts of the world to one and others (Littlejohn and Foss, 2011:4). Apart from the general definition, it also can be narrowly defined as the ways of sending messages by telephones, telegraphs, etc (ibid). The communication is a crucial part for organizations. Hirsch and Shaukat (2008:12) demonstrate that it is easier to work cooperatively when the real time communications are transmitted by organizations. Communication in organization is the process of sending and receiving all the messages from the organization through both formal and informal ways (Widhiastuti, 2012:185). Communication plays an important role in relationships (Sultana et al, 2012:2). It will become a severely problem between employers and employees when barriers occur in the communication in organizations (ibid). Unclear communication can cause not only error in work and missing the task deadline, but also many other issues such as poor job performance. In order to ensure effectiveness of communication, identifying the barriers among communication is important (ibid). The relationship between an organization and its stakeholders can be strengthened by effective communication (Sultana et al, 2012:3). The communication process is comprised of several elements such as sender, encoding and decoding messages, transmitting and receiving message by medium...
Words: 1938 - Pages: 8
...Proposal and Presentation A proposal serves the purpose of selling an audience on something. It attempts to sway a group of people to your way of thinking. A proposal is not a term paper or a study strict. It’s supported by studies but isn’t a study in itself. It has to be structured in such a way that the reader can easily read and quickly process the information. Oftentimes the proposal is accompanied with a presentation. So, the reader will have to do double-time when it comes to information processing. Let me share with you a recent presentation horror story: A company salesperson came to my organization trying to persuade us to buy the product they were pitching. The product was a fairly good product but the pitch was horrible. The proposal was written like a study. The font was much too small and the line spacing was much too close. Additionally, the slide presentation had no pictures to set the mood and the presenter read from the slides… boring! This happens much too often. The "A" Paper example is a good proposal structure that has been used in business by me and other instructors that are business veterans. Please print out the example and follow its basic format. If you have problems creating text boxes or proper alignments please get assistance from the library staff or a friend. Changes here and there are OK. The presentation should contain between 8 to 12 slides and to be accompanied by a one-page executive briefing that outlines the focus of the presentation. Use...
Words: 858 - Pages: 4
...this paper focuses on converse thinking mode and open teaching method in teaching translation course. The reversed thinking mode would help to avoid the phenomenon of theory disengages practice and it stresses practicalness. The application of open teaching method will also be discussed in the case of teaching fundamental translation course. Open translation teaching method is student-centered, leading by teacher, which emphasizes that students find, search and solve issues by themselves and helps students with their translation skills and creativity. Key Words: Translation, Reversed thinking, Open mode, Teaching I. Current Chinese Translation Course Teaching Status As is well-known in China that there are no translation courses for lower grade English major students in Chinese colleges until they enter into junior year or senior year. For some colleges with only two credit hours in one week. It’s unlikely for the teachers to finish the course completely in such a short time if they need to introduce basic concepts of translation, home and abroad translation histories and theories, to make the students be familiar with basic skills and practice various forms of translations. There’s a significant chance that students couldn’t build a whole concept of translation system, or to realize the importance for them to master translational skills. It is just a suggestion that colleges could run translation courses for English majors so that students...
Words: 1572 - Pages: 7
...TO: Avon Worldwide Senior Management Team FROM: C.W. Pryor SUBJECT: Summary of lobby efforts; further propositions On 8 October 2014, representing Avon and Avon China, I made a 12-‐minute’s presentation on persuading the Chinese government to ease the ban on direct selling to Premier Zhu Rongji and Madame Wu Yi in Beijing, which mainly focus on Avon China’s differences from those illegal companies and our contribution in both social stability and economic development in China. I am writing to report the process of our lobby effort and seek your approval of our proposed lobby points. Please see below details of summary and the further propositions. Chinese government’s concern 1. Subsequent effect of supplementary regulation Compared with distinguishing us from those illegal firms, the thing they worried more about is that once they add supplementary regulations for us, there will be...
Words: 284 - Pages: 2
...BUSINESS AND ADMINISTRATIVE COMMUNICATION TEACHER: RAY 06/03/2012 REPORT 30 ASSIGNMENT PRESENTATION 20 EXAM 40 COURSE TIMETABLES 09/March * WRITING A REPORT CHAPTER 15-16, 12 March *morning chap 17 oral presentation *afternoon team work chap 14 16 March *morning chap 10 11 12 write messages important for final exam 19 March *afternoon bring to teacher final report. team work writing report finished 20 March *oral presentation. Receive assessment form to evaluate performance. CHAPTER 13: COMMUNICATION ACROSS CULTURES Report writing requirement: Suppose you are persons familiar I was in position I leave my ideas for sby to start. Hr teacher customer different aims. Useful for them? To be in the shoes of the HR ? of the customer? In the shoes of The new staff will work for us. Learn, listen, flexible, open minded. Be sensitive. Forget about your stereotypes. Try to diagnostic to know why u fail why u success. Show your kindness to business people ( kids ). Grand pa have to work for the kids. Have closer relationship before talking about. Never focus on stereotypes. Dinner table, private situation. Chinese eats around table. Circle Meeting is public situation. Try to understand what the person likes? What does the Chinese like? Culture has layers. With a new business with Mexican guy? Find articles, news about Mexican, find information to set up relationship. It s not enough. Learn about the country. See powerpoint: Swedish equality is...
Words: 1172 - Pages: 5
...to change situations and have positive attitude in the future. Having anti- basis curriculum begin in early childhood and continue throughout the school year. For example children who start to learn both English and Mandarin Chinese so that by the completion of the school they have the basic proficiency in both languages. The class is taught by an English teacher and Chinese teacher with the help of teaching assistants. Teachers will speak native language they use for instruction. Standards: What should students know and able to do? First Grade Language Arts/ Reading Content: Select materials to read Read aloud familiar stories and poems Use strategies to comprehend Activate: Children can solve problems and think for themselves Children learn best through experience and activates that are interesting. Teaching and learning is child centered Children have the knowledge based on what they already know Acquire having mixed age groups and having a wide range of materials within each classroom to meet the individuals needs of children Grouping Decision: Students can learn from each other Sharing can be done with students, standing, and sitting on the floor, sitting around a table. Assess: Encourage children to show what they know through presentation and participation...
Words: 1604 - Pages: 7
...Journal of International Business Studies (2007) 38, 573–577 & 2007 Academy of International Business All rights reserved 0047-2506 $30.00 www.jibs.net AN EXECUTIVE’S NOTE Lenovo: an example of globalization of Chinese enterprises Chuan Zhi Liu CEO and President, Legend Holdings Ltd Journal of International Business Studies (2007) 38, 573–577. doi:10.1057/palgrave. jibs.8400281 Online publication date: 17 May 2007 Introduction by Rosalie L Tung, Simon Fraser University Mr. Chuanzhi Liu is President, CEO and co-founder of Legend Holdings Ltd. Lenovo belongs to the Legend Holdings Group. Lenovo is the world’s third largest manufacturer of personal computers (PCs), after Dell and Hewlett-Packard (HP). In 2002 the Chinese government announced its ‘go global’ policy by encouraging Chinese companies with the capabilities and know-how to expand abroad. Lenovo, as a leader in the IT sector, responded to this government initiative. In 2003 Legend adopted a new brand name, Lenovo. The first two characters, ‘Le’, were taken from ‘Legend’, to reflect its heritage, and ‘novo’ (‘new’ in Latin) to signify the ‘spirit of innovation’ that is central to the company’s mission.1 Mr. Liu is the principal architect behind his company’s 2004 acquisition of IBM’s PC Division (PCD), and hence is commonly referred to in the press as the ‘Man who acquired IBM PC’ (Shenzen Daily, 2004). Even though the size of the acquisition was relatively small in the broader context of global mergers...
Words: 3888 - Pages: 16
...Sullivan University | Roaring Dragon Hotel: Intercultural Communication | Bader Ali | | | 10/25/2015 | This is a proposal for the Roaring Dragon Hotel case study. It Includes an Executive Summary for the whole paper starting from introduction down to the conclusion. This will also include out-sourced researches to help clarify the dilemma of lack of communication along with the ignorance of Guanxi. | Executive Summary: In this proposal, you will read briefly about the history of the Roaring Dragon Hotel and where does it stand in its industry. There will be emphasis on how relationships, Guanxi, were a major source of income and interest. This proposal will focus on the setback of internal cultural communication in the hotel and how it affected the hotel’s evolution. The hotel decided to grow, from a 3 star to a 5 star hotel. A foreigner team of specialists were requested for the change procedure. The team was not made aware of the culture they are stepping foot in; add to that, they did not speak the language. The Management excused themselves from explaining to the foreigners what inner value does their employees hold; Guanxi. The employees were not told about the change and its phases. The employees did not understand the language of the outsiders nor their unfairly perceived actions. The evolution team should have invested some time in researching the culture of China, the culture of the hotel, and its business routine. The management members must...
Words: 2307 - Pages: 10
...China has more than 4000 year’s history, and this long history has made China a unique culture that deeply impacts on China today. According to Brand China and “Harmonious and Integrated Culture” and the Building and Communication of China’s National Image, the authors both claim that Chinese traditional culture has shaped China’s national image. On the other hand, based on Neo-Confucianism and Chinese Business Culture, Chinese traditional culture also has impacted on Chinese business culture. Generally, Chinese traditional culture has impacted on current Chinese business practices, such as guanxi, face saving and so on. Moreover, as a result of influencing by Chinese traditional culture, negotiating process in China and related behaviors must be different from that of the rest of the world. Hence, knowing more about these special knowledge of negotiating in China would help people easier do business in China. As a Chinese student, those business practices that are influenced by Chinese traditional culture are very familiar for me. For face saving, it is exactly the same as the film The Interview by Sony shows that a few Chinese local governments might build a fake everyday-low-price grocery store which looks even better than Wholefoods to make higher level government officer think that the local people are very happy. On the other hand, during my daily life when I was in China, everyone are working on obtaining more guanxi. Guanxi seems like network in American, but it is more...
Words: 1142 - Pages: 5
...Hollywood films, whose primary purpose is inarguably to entertain, are not often welcome in the realm of serious historical reconstruction. However, in his book History in Three Keys, Paul Cohen draws parallels between the process of constructing a film and the processes of constructing history. Says Cohen, the historian must choose between a “re-presentation” of historical data or a “new production, lacking some elements that existed in the past and incorporating others that did not.” (Cohen 3) So, though their goals may differ, the historian and the filmmaker must both make this important choice. This is easily observable within the mythologization of the Boxer Rebellion of 1900 and how a history colored by these interpretations reflects itself in Nicholas Ray’s 1963 film 55 Days at Peking. Though its inclusions, omissions, and areas of focus, the film contributes to history in and of itself by allowing us to analyze the viewpoint it encompasses. Because the film is presented from the perspective of the Great Powers, we first observe the point of view and portrayal of the Boxers to create a complete picture of events. Their experiences are almost completely ignored, for the only interactions the characters have with the Boxers apart from trying to repel their assault is at the beginning when a Boxer is torturing an Englishman for reasons never articulated. (Ray 2-3:00) The Boxer shamelessly attempts to extort Charlton Heston’s character and resorts to violence when this attempt...
Words: 1377 - Pages: 6
...Overview of the Marketing Research Procedure 2 Stages of Marketing Research Procedure 2 Stage 1: Purpose of Market Research 2 Stage 2: Research Objective 3 Stage 3: Estimation of value of research 4 Stage 4: Research Design 4 Exploratory research 4 Data Analysis 4 Questionnaire, Sampling and Sampling size designing 4 Stage 5: Data Collection 6 Stage 6: Data Analysis 6 Stage 7: Result and Presentation 7 Marketing Research Process of Tesco goes to China Analysis 7 Background 7 Stage 1 Research Purpose 7 References 8 Background The reason behind choosing the Market research is because as stated by Philip Kotler (2007), it defines the first step of economic process. And it links to the consumers, public to marketer, customers and lets you identify, define and analyse marketing opportunities and issues pertinent to the marketing. The process of market research renders researcher scope to evaluate process, generate, refine and define marketing current actions. It helps to monitor market performances, and also enables a clear picture of understanding the marketing process. It is noted that market research differs from company to company and significance of market research is that it helps in taking decision steps of market strategy (Price, promotion, place and Product) and conclusions are derived from the market research. A standard procedure renders certainty and helps in avoiding errors, misunderstandings and threatening risks. Literature...
Words: 4728 - Pages: 19
...novel, the long-enduring The Coral Island, and the later short stories of Rudyard Kipling (the ‘Bard’ of Empire), and examine the (contradictory?) lure of the primitive, even as British modernity is taken for granted. Second, the module will proceed to examine some major Chinese and Japanese writers and intellectuals (and an Indian poet and critics, the Nobel Prize-winning Rabindranath Tagore) and see how northeast Asian culture was broadly affected by their sense of Western modern superiority in technology, political organisation and literary (and other forms of creative) culture. Both China and Japan, the major countries in East-Southeast Asia, were never colonised, but they were intimidated by the presence of the Great Western Powers (and their colonies) in the region. Japan after the Meiji Restoration (1868) became the first modern Asian nation-state, and their attempts at intensive (and disruptive) modernisation of their culture had a profound impact on the whole region – and this desire to be modern also meant that Japan itself became a colonising state, following the British, French and German states. This module attempts, therefore, a comparative examination of the ambiguities and contradictions in the process of becoming modern both in the colonial centre (Great Britain) and in northeast Asia, and an understanding of the new forms of literature that resulted in that...
Words: 1178 - Pages: 5
