Edited By Michael B. Hinner
Sino-Western Business Negotiator Credibility, Expectancy, and Culture Perceived in the Eyes of the Counterparts: A Johari Window Comparison
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).
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