各国谈判特点.doc

1 Copyright 2006-2011 - Lothar Katz Negotiating International Business - China This section is an excerpt from the book “Negotiating International Business - The Negotiator’s Reference Guide to 50 Countries Around the World” by Lothar Katz. It has been updated with inputs from readers and others, most recently in September 2011. The People’s Republic of China is in the midst of a major transition from rigid communist country to free-market society. Major style variances have evolved across the country’s business population and must be considered when doing business here. For instance, significant cultural differences exist between rural and urban areas as well as between old people and younger ones. Generally, young people in major urban areas are more aggressive and willing to move faster than older ones in rural areas may be. Because of the highly competitive job markets in some of China’s business hot spots, such as Shanghai or Shenzhen, employee turnover is currently significant among the younger population. This makes them more near-term oriented and less focused on relationships than other parts of the Chinese workforce. Nevertheless, the country’s culture is quite homogeneous overall. While most Chinese businesspeople and officials have only limited exposure to other cultures, some are very savvy in doing international business and may appear quite ‘westernized.’ Realize that people may expect things to be done ‘their way,’ though, and let them set the pace initially until you have had a chance to determine how your interaction can be most effective. Owing to China’s long period of isolation, there used to be a general bias against foreigners. This is gradually disappearing in many of the country’s business centers. However, it is crucial to show respect for the country’s history and importance. While there is no problem with calling China a developing country, do not refer to it as a third-world country. After all, China’s importance as a powerful natio