Tesco
How Chinese and Americans Differ in Negotiating
Article

How Chinese and Americans Differ in Negotiating

Li Fang
Huxiu, 2019
Read the article

Read or listen offline

automatisch generiertes Audio
  • 0.5×
  • 0.75×
  • 1×
  • 1.25×
  • 1.5×
  • 1.75×
1×
automatisch generiertes Audio

Editorial Rating

8

Qualities

  • Applicable
  • Eye Opening
  • Insider's Take

Recommendation

If you are negotiating with people from a different country, you need to understand how cultural differences affect your conversation. The United States and China are currently conducting high-stakes trade negotiations. How do their negotiation styles differ? Li Fang, writing for tech and business news platform Huxiu.com, explains the differences between American and Chinese negotiators. This article is for anyone who wants to sharpen their intercultural competence and become more sensitive to nuances that occur during negotiations. 

Take-Aways

  • Americans who negotiate are more straightforward than their Chinese counterparts, who are likely to keep their true intentions to themselves.
  • The Chinese are used to agreeing to one main point before hashing out the details; Americans prefer to discuss each talking point one at a time.
  • For the Chinese, going back on an issue to which the negotiating parties have agreed is unusual; for Americans nothing is off the table until the final signatures.

About the Author

Li Fang is a blogger and contributor to business and tech media platform Huxiu.com. Li writes about urban development, social observations and politics. 

Comment on this summary or Diskussion beginnen