A Comparison of Taiwanese and Philippine Chinese Business Negotiation Styles

2011 ◽  
Vol 39 (6) ◽  
pp. 765-772 ◽  
Author(s):  
Lieh-Ching Chang
Keyword(s):  
Cultural Differences ◽  
Chinese Culture ◽  
Business Negotiation ◽  
Chinese Business ◽  
Survey Questionnaires

The business negotiation styles of Taiwanese and Philippine Chinese were examined by means of 460 survey questionnaires. The design was based on the dual concern model developed by Pearson (1999) from the theory proposed by Blake and Mouton (1985) and explored the tendencies of negotiations and 5 negotiation category styles of accommodation, collaboration, avoidance, competition, and consultation. Results indicated that although both Taiwanese and Philippine Chinese belong to the Chinese culture, there are cultural differences. Philippine Chinese were more inclined to use the negotiation styles of accommodation and withdrawal, whereas Taiwanese used competition more, indicating that the Taiwanese tended to be more aggressive.

scholarly journals Guanxi, Trust, and Long-Term Orientation in Chinese Business Markets

2005 ◽  
Vol 13 (2) ◽  
pp. 28-56 ◽  
Author(s):  
Don Y. Lee ◽  
Philip L. Dawes
Keyword(s):  
Hong Kong ◽  
Interpersonal Relationships ◽  
Chinese Culture ◽  
Three Dimensional ◽  
Business Markets ◽  
Latent Construct ◽  
Chinese Business ◽  
The Government ◽  
The Impact

This research focuses on buying firms’ trust in a supplier's salesperson and posits that this type of trust is determined by characteristics of the salesperson, the interpersonal relationships between a salesperson and the buying firm's boundary personnel, and characteristics of personal interactions between these two parties. More important, the authors discuss the concept of interpersonal relationships in the context of Chinese culture and model it as a three-dimensional latent construct, which, in some literature, is called guanxi. A key aspect of this research is that the authors investigate the impact of each dimension of guanxi on salesperson trust separately. Moreover, the authors consider the buying firm's trust in the supplying firm and its long-term orientation toward the supplier the consequences of salesperson trust. To test the model, the authors use data collected from 128 buying organizations in Hong Kong. The sampled firms are from both the government and private sectors.

Confucian Ideal Personality and Chinese Business Negotiation Styles: An Indigenous Perspective

2014 ◽  
Vol 24 (3) ◽  
pp. 383-400 ◽  
Author(s):  
Zhenzhong Ma ◽  
Weiwei Dong ◽  
Jie Wu ◽  
Dapeng Liang ◽  
Xiaopeng Yin
Keyword(s):  
Business Negotiation ◽  
Chinese Business ◽  
Indigenous Perspective

scholarly journals Cultural Differences in the Study of Public Administration

2010 ◽  
Vol 25 (1) ◽  
pp. 193-210
Author(s):  
Cheng Mei Hua ◽  
Wu Chyung En
Keyword(s):  
Organizational Learning ◽  
Public Administration ◽  
Tacit Knowledge ◽  
Cultural Differences ◽  
Economic Crisis ◽  
Financial Crises ◽  
Chinese Culture ◽  
Explicit Knowledge ◽  
Administrative Action ◽  
Action Knowledge

"There are two kinds of truth: extensional (objective) and intentional (subjective). Western culture has traditionally foregrounded extensional truth, while Chinese culture has focused on intentional truth. This paper focuses on intentional truth, which has not been given sufficient attention in the study of public administration. Action knowledge is more valuable than a science of administration, and we need to develop it. All learning takes place inside individuals, so all organizational learning is individual learning. Meanwhile, tacit knowledge must be made explicitly before it can be gainfully deployed. An organization’s competitiveness depends on its tacit knowledge, not its explicit knowledge, and the same is true of public administration. This paper uses hermeneutical methods to analyze the meaning of administrative action in organizations from different cultural viewpoints. To deal with the global economic crisis, it is important to develop action knowledge to support theories of how financial crises develop and how they could be avoided, so as to reform the institutionalized paradigm of public administration and governance and to cooperate in dealing with the economic crisis."

scholarly journals Features of the Social Communication and Etiquette in Chinese Culture: The Traditional Basics and Modernity

2018 ◽  
Vol 15 (4) ◽  
pp. 460-467
Author(s):  
Lyana A. Shogenova
Keyword(s):  
Social Communication ◽  
Chinese Culture ◽  
Interpersonal Relations ◽  
Point Of View ◽  
Business Culture ◽  
Chinese Society ◽  
Teacher Student ◽  
Chinese Business ◽  
Modern Business ◽  
Eastern Cultures

The article discusses the basics of Chinese etiquette, which are included in the core of traditional culture and are an integral part of the system of business communications — guanxi (a system of interpersonal relations) and mianzi (a concept of “face”). Both of the concepts are the basics for understanding the features of the Chinese social communication culture, which includes both modern formal components and traditional informal ones. In our view, the Chinese business culture has managed to preserve all the values that have been inherent in Chinese society for millennia, despite the systemic, increasing pressure of globalization.In the period when the People’s Republic of China is on the path of openness to the outside world, business etiquette is getting increasingly important, mainly in international relations. The teacher-student model becomes relevant not only from the point of view of traditions reproduction, but also for finding the ways to harmonize with new learning models coming from European and Asian states. The author assumes that Western and Eastern cultures are opposite, and something normal for a resident of China, can be a serious violation of the rules of decency for a European. With the controlled preservation of traditions in China, educational technologies of teaching the norms of European business etiquette are widespread, which is considered as a way of integration into the world community.Taking into account the increasing influence of globalization processes and the wide spread of Western trends, the Chinese business culture continues to preserve all the values and traditions that it has had over the years, harmonizing them with modern business technologies.

scholarly journals DESIGNING AND LAUNCHING A YEAR-LONG EXECUTIVE EDUCATION PROGRAMME AT LSE CONFUCIUS INSTITUTE FOR BUSINESS LONDON – CHINESE LANGUAGE AND CULTURE FOR BUSINESS (CLCB)

2018 ◽  
pp. 319 ◽  
Author(s):  
Catherine Hua Xiang
Keyword(s):  
Chinese Culture ◽  
Chinese Language ◽  
Education Programme ◽  
Communication Styles ◽  
Executive Education ◽  
London School ◽  
Delivery Mode ◽  
Language And Culture ◽  
Intensive Training ◽  
Chinese Business

This paper focuses on designing and launching the first year-long executive education programme, namely Chinese Language and Culture for Business (CLCB) at LSE (London School of Economics) in London. The essential features of this program include the curriculum design, delivery mode and on-going student support. A blended learning (BL) approach is adopted in the Mandarin teaching, with course delivery and assessment taking place in face-to-face contact hours in class, combined with the use of online learning environment and mobile technology out of class. This combination is used to meet the needs of busy business professionals, to provide them with online and offline support, and thus to maximise their learning outcome. From the intercultural communication perspective, the programme provides intensive training and business master sessions addressing core values    of Chinese culture and Chinese business communication styles. The invited guest speakers who hold senior positions in different businesses areas share their live experiences with the students on the unique Chinese business concepts and practice such as ‘hanxu’ and ‘heqishengcai’. Meanwhile, talks and events, from China Business Briefings to Open Business Forum, are organized to provide the students with global networking opportunities. Embedded in this program, a fortnight summer study trip to Tsinghua University enables students to fully immerse themselves in Chinese language and life. The paper addresses some practical considerations and challenges in designing the programme with the hope to shed light on and provide pedagogical implications for other programme leaders and course designers in the field of language teaching for specific purposes.

scholarly journals Beyond Simplifications: Making Sense of Paradoxical Chinese Values in Chinese-Western Business Negotiations

2020 ◽  
pp. 232948842090713
Author(s):  
Marleen Spijkman ◽  
Menno D. T. de Jong
Keyword(s):  
Chinese Culture ◽  
Modern China ◽  
Simultaneous Occurrence ◽  
Chinese Values ◽  
Business Partners ◽  
Making Sense ◽  
Chinese Business ◽  
Yin And Yang ◽  
Business Negotiations

Previous research has drawn attention to the coexistence of paradoxical Chinese values in modern China, which might influence Chinese-Western business negotiations. In this study, we empirically investigate this phenomenon from the perspective of Western business negotiators. In two interview rounds, 17 seasoned Dutch negotiators were asked about their experiences when negotiating with Chinese business partners. The results confirm the coexistence of paradoxical Chinese values in business negotiations and identify four patterns in which traditional and modern values may occur: random, contextual, transitional, and simultaneous occurrence. On the basis of our findings, we argue that there is a need for Western negotiators to develop a deeper understanding of Chinese culture and paradoxical values from the Chinese worldview of Yin and Yang.

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