Chinese Culture in a Cross-Cultural Comparison
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Edited By Michael B. Hinner
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- 978-3-653-99974-7
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- Frankfurt am Main, Berlin, Bern, Bruxelles, New York, Oxford, Wien, 2014. 567 pp., 15 tables, 9 graphs
- Cover
- Titel
- Copyright
- About the author(s)/editor(s)
- About the book
- This eBook can be cited
- Acknowledgement
- Preface
- Table of Contents
- General Introduction: Chinese Culture and the World of Business
- The People’s Republic of China: Historical Development, Cultural Legacy, and Contemporaneity
- Traditional Value Orientations and Argumentative Tendencies in Chinese Societies
- Assumptions of Personhood in the Discourse about Chinese Identity in Malaysia
- Europe versus Asia: Truth versus Virtue
- Beyond Cultural Differences: An Integration of Eastern and Western Perspectives
- Chinese Communication Theory and Practice
- On the Chinese Traditional Acceptance of Information from the View of Contemporary Communication Theory
- The "Harmony" Philosophy in Chinese Culture and Its International Communication
- Harmony as the Foundation of Chinese Communication
- A Cross-Cultural Comparison of Chinese and Japanese Communication Styles: Focusing on Small Group Discussion
- The Change in Space and Time of the Stage in Chinese Contemporary Drama
- Portraits of the Woman Warrior: Cultural Values in Disney and Chinese Stories of Mulan
- An Examination of Value Changes in Contemporary China through Literature and Media Products
- A Study of Chinese Cultural Values and Chinese Identity through Cultural Fare Consumption
- Consumer Relations in Business to Consumer (B2C) Electronic Commerce Environments: A Study of Taiwan and the United States
- Managing China’s Millennials: Considerations for Multinationals
- The Voices of Chinese Students in the 2+2 Programme in China and Germany
- The Evolving Dimension of Collectivism in China
- An Integrated Analysis of Cultural Similarities and Differences in Supportive Communication
- Sino-Western Business Negotiator Credibility, Expectancy, and Culture Perceived in the Eyes of the Counterparts: A Johari Window Comparison
- A Study on Chinese-American Cultural Differences in Interpersonal Conflict Management
- Preparing for Chinese Tourists: How Far Eastern & German Visitors Perceive Service Failures in the U.S.A.
- Analyzing an Intercultural Conflict Case Study: Application of a Social Ecological Perspective
- An Analysis on the Relationship between the Contemporary Chinese Administrative Culture and Administrative Reforms
- Cultures and Sino-American Catching-Up Advancement: Ecultrnomics as an Approach of Xystematics
- Series index
- Cover
- Titel
- Copyright
- About the author(s)/editor(s)
- About the book
- This eBook can be cited
- Acknowledgement
- Preface
- Table of Contents
- General Introduction: Chinese Culture and the World of Business
- The People’s Republic of China: Historical Development, Cultural Legacy, and Contemporaneity
- Traditional Value Orientations and Argumentative Tendencies in Chinese Societies
- Assumptions of Personhood in the Discourse about Chinese Identity in Malaysia
- Europe versus Asia: Truth versus Virtue
- Beyond Cultural Differences: An Integration of Eastern and Western Perspectives
- Chinese Communication Theory and Practice
- On the Chinese Traditional Acceptance of Information from the View of Contemporary Communication Theory
- The "Harmony" Philosophy in Chinese Culture and Its International Communication
- Harmony as the Foundation of Chinese Communication
- A Cross-Cultural Comparison of Chinese and Japanese Communication Styles: Focusing on Small Group Discussion
- The Change in Space and Time of the Stage in Chinese Contemporary Drama
- Portraits of the Woman Warrior: Cultural Values in Disney and Chinese Stories of Mulan
- An Examination of Value Changes in Contemporary China through Literature and Media Products
- A Study of Chinese Cultural Values and Chinese Identity through Cultural Fare Consumption
- Consumer Relations in Business to Consumer (B2C) Electronic Commerce Environments: A Study of Taiwan and the United States
- Managing China’s Millennials: Considerations for Multinationals
- The Voices of Chinese Students in the 2+2 Programme in China and Germany
- The Evolving Dimension of Collectivism in China
- An Integrated Analysis of Cultural Similarities and Differences in Supportive Communication
- Sino-Western Business Negotiator Credibility, Expectancy, and Culture Perceived in the Eyes of the Counterparts: A Johari Window Comparison
- A Study on Chinese-American Cultural Differences in Interpersonal Conflict Management
- Preparing for Chinese Tourists: How Far Eastern & German Visitors Perceive Service Failures in the U.S.A.
- Analyzing an Intercultural Conflict Case Study: Application of a Social Ecological Perspective
- An Analysis on the Relationship between the Contemporary Chinese Administrative Culture and Administrative Reforms
- Cultures and Sino-American Catching-Up Advancement: Ecultrnomics as an Approach of Xystematics
- Series index
Sino-Western Business Negotiator Credibility, Expectancy, and Culture Perceived in the Eyes of the Counterparts: A Johari Window Comparison
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Extract
By Vivian C. Sheer
Vivian C. Sheer points out that after China has become a major international business player, much has been published on negotiating with Chinese business people. Most of this literature has been prescriptive and is from a Western perspective without considering the Chinese viewpoint. That is why Sheer decides to take a closer look at this perspective seeking to understand negotiator credibility and expectancy from both a Chinese and a Western perspective.
Sheer notes that the influences of national culture can be categorized into observable social factors (e.g. language and communication etiquette), business practices (e.g. professionalism and management exercises), political environment, business values (e.g. pragmatism, materialism, and corporate image orientation), and social values (e.g. Confucianism and individualism).
Individual actors in intercultural business negotiations form expectations about the counterpart they are about to meet, Sheer observes. Expectancies include enduring patterns of anticipated communication content and style, nonverbal behaviors, appearance, social skills, and language styles. Expectancies also include presumptions about one’s counterpart’s professionalism, e.g. work ethics and professional competence. Prior experience can have an influence on expectancy. If one has had little experience with the culture of one’s counterpart, then stereotypes can have an influence on one’s expectancy. And expectancy can also shape the process and outcome of an intercultural interaction, the author notes.
Credibility is an important component of negotiations because credibility can influence persuasion. Credibility includes qualification, trust, and dynamism. But the definition of credibility is influenced...
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Or login to access all content.- Cover
- Titel
- Copyright
- About the author(s)/editor(s)
- About the book
- This eBook can be cited
- Acknowledgement
- Preface
- Table of Contents
- General Introduction: Chinese Culture and the World of Business
- The People’s Republic of China: Historical Development, Cultural Legacy, and Contemporaneity
- Traditional Value Orientations and Argumentative Tendencies in Chinese Societies
- Assumptions of Personhood in the Discourse about Chinese Identity in Malaysia
- Europe versus Asia: Truth versus Virtue
- Beyond Cultural Differences: An Integration of Eastern and Western Perspectives
- Chinese Communication Theory and Practice
- On the Chinese Traditional Acceptance of Information from the View of Contemporary Communication Theory
- The "Harmony" Philosophy in Chinese Culture and Its International Communication
- Harmony as the Foundation of Chinese Communication
- A Cross-Cultural Comparison of Chinese and Japanese Communication Styles: Focusing on Small Group Discussion
- The Change in Space and Time of the Stage in Chinese Contemporary Drama
- Portraits of the Woman Warrior: Cultural Values in Disney and Chinese Stories of Mulan
- An Examination of Value Changes in Contemporary China through Literature and Media Products
- A Study of Chinese Cultural Values and Chinese Identity through Cultural Fare Consumption
- Consumer Relations in Business to Consumer (B2C) Electronic Commerce Environments: A Study of Taiwan and the United States
- Managing China’s Millennials: Considerations for Multinationals
- The Voices of Chinese Students in the 2+2 Programme in China and Germany
- The Evolving Dimension of Collectivism in China
- An Integrated Analysis of Cultural Similarities and Differences in Supportive Communication
- Sino-Western Business Negotiator Credibility, Expectancy, and Culture Perceived in the Eyes of the Counterparts: A Johari Window Comparison
- A Study on Chinese-American Cultural Differences in Interpersonal Conflict Management
- Preparing for Chinese Tourists: How Far Eastern & German Visitors Perceive Service Failures in the U.S.A.
- Analyzing an Intercultural Conflict Case Study: Application of a Social Ecological Perspective
- An Analysis on the Relationship between the Contemporary Chinese Administrative Culture and Administrative Reforms
- Cultures and Sino-American Catching-Up Advancement: Ecultrnomics as an Approach of Xystematics
- Series index
- Cover
- Titel
- Copyright
- About the author(s)/editor(s)
- About the book
- This eBook can be cited
- Acknowledgement
- Preface
- Table of Contents
- General Introduction: Chinese Culture and the World of Business
- The People’s Republic of China: Historical Development, Cultural Legacy, and Contemporaneity
- Traditional Value Orientations and Argumentative Tendencies in Chinese Societies
- Assumptions of Personhood in the Discourse about Chinese Identity in Malaysia
- Europe versus Asia: Truth versus Virtue
- Beyond Cultural Differences: An Integration of Eastern and Western Perspectives
- Chinese Communication Theory and Practice
- On the Chinese Traditional Acceptance of Information from the View of Contemporary Communication Theory
- The "Harmony" Philosophy in Chinese Culture and Its International Communication
- Harmony as the Foundation of Chinese Communication
- A Cross-Cultural Comparison of Chinese and Japanese Communication Styles: Focusing on Small Group Discussion
- The Change in Space and Time of the Stage in Chinese Contemporary Drama
- Portraits of the Woman Warrior: Cultural Values in Disney and Chinese Stories of Mulan
- An Examination of Value Changes in Contemporary China through Literature and Media Products
- A Study of Chinese Cultural Values and Chinese Identity through Cultural Fare Consumption
- Consumer Relations in Business to Consumer (B2C) Electronic Commerce Environments: A Study of Taiwan and the United States
- Managing China’s Millennials: Considerations for Multinationals
- The Voices of Chinese Students in the 2+2 Programme in China and Germany
- The Evolving Dimension of Collectivism in China
- An Integrated Analysis of Cultural Similarities and Differences in Supportive Communication
- Sino-Western Business Negotiator Credibility, Expectancy, and Culture Perceived in the Eyes of the Counterparts: A Johari Window Comparison
- A Study on Chinese-American Cultural Differences in Interpersonal Conflict Management
- Preparing for Chinese Tourists: How Far Eastern & German Visitors Perceive Service Failures in the U.S.A.
- Analyzing an Intercultural Conflict Case Study: Application of a Social Ecological Perspective
- An Analysis on the Relationship between the Contemporary Chinese Administrative Culture and Administrative Reforms
- Cultures and Sino-American Catching-Up Advancement: Ecultrnomics as an Approach of Xystematics
- Series index