Book chapter
Forewarned is Forearmed: Sino-Western Negotiation Pitfalls and Tactics
Negotiation Essentials for Lawyers, pp.199-204
American Bar Association
14/08/2019
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Abstract
Globalization has become a buzzword, and as we witness the rise of China in the Asian Century, it is imperative that one acquires cultural literacy in negotiating with the Chinese. Here, the reference to the “Chinese” is ethnological: specifically noting a collectivistic Chinese person professing the Confucian heritage who may be resident in mainland China or elsewhere. More than likely, the Chinese cultural values described below will guide their negotiating behavior in a cross- cultural setting. The Western negotiator in this context is one probably leaning toward being individualistic with an Anglo-Saxon background. This chapter is based on B.C. Goh, Typical Errors in Chinese-Western Negotiation, in 1 The Negotiator’s Desk Reference 583–593 (Honeyman & Schneider eds, 2017). The full references in that chapter can be found at www.ndrweb.com/chapter-42--public.html.
Details
- Title
- Forewarned is Forearmed: Sino-Western Negotiation Pitfalls and Tactics
- Creators
- Bee Chen Goh
- Publication Details
- Negotiation Essentials for Lawyers, pp.199-204
- Publisher
- American Bar Association
- Identifiers
- 991012845900302368
- Academic Unit
- Faculty of Business, Law and Arts; School of Law and Justice
- Language
- English
- Resource Type
- Book chapter