Submitted to :

Mam Nida Abbas

Submitted By :
Sundas Rafique
Programme :
BBA `8B`
Describe what you would expect in negotiations with the Chinese and how you would handle
that situation.

With the Chinese I would expect to have a mass amount of emphasis on the friendships and respect
as well as a much more defined idea of collectivism as compared to individualism. There are three
cultural norms the Chinese are really affected by: Their ingrained politeness and emotional
restraint, their emphasis on social obligations, as well as their belief in the interconnection of work,
family and friendships. As a person in a negotiation I would assume I would have to create a
personal relationship and give a lot of time to that.

I should also consider these points while negotiating with Chinese :

I will make sure that I convey clarity about the company`s purpose and objectives in China.

I will make sure to see the “Big picture”

Control emotions, expectations and ego.

I will get indepth and thorough knowledge of Chinese culture.

I`ll stay patient and persistent.

I`ll make commitment to understand observe protocol.

I will show respect, trustworthy and sincere behavior.

I will pay attention to detail because negotiating in China takes time because in first few
meetings they discuss unrelated discussions as participants share information about their
families, home towns, leisure activities and so on. They begin the process by forming
connections that are essential to Chinese business as they focus on long-term relations.

Hierarchy is very important in Chinese culture so it`s important to meet top level decision-
makers at the early stages of negotiations, these are those people that set guidelines and
principles of the negotiations.

Chinese negotiators rely on Holistic view while negotiations and nothing is settled until they
focus on the whole package than the details.
Managing Conflicts :

In China , disputes and conflicts are an integral part of doing business. Chinese negotiators test
the boundaries all the time in order to get the best deal. Keeping face is very important in China.
As Chinese negotiators don`t like to expose their problems to the outside world. They are guided
by the principle of “ Turning big problems into smaller ones and small problems into no
problems at all”.

Secondly, harmony is an ideal state to reach according to traditional Chinese philosophy.

Therefore, Chinese business people tend to avoid conflicts, they make concessions and smooth