eBook - ePub

The preparation of German entrepreneurs for the different cultural peculiarities of negotiations with Chinese business partners

Name: The preparation of German entrepreneurs for the different cultural peculiarities of negotiations with Chinese business partners
ISBN: 9783738697865

A MBA-dissertation submitted to The University of Liverpool in 2005

Monika Koeckeritz,

120 pages
English
ePUB (mobile friendly)
Available on iOS & Android

eBook - ePub

The preparation of German entrepreneurs for the different cultural peculiarities of negotiations with Chinese business partners

A MBA-dissertation submitted to The University of Liverpool in 2005

Monika Koeckeritz,

About this book

Today People's Republic of China is emerging as one of the major global economies. But a lot of negotiations between German and Chinese businessmen have failed in China because German entrepreneurs have not been sufficiently prepared for the different cultural peculiarities of negotiations with Chinese business partners. This dissertation will analyse the cultural peculiarities of negotiations with Chinese business partners. Different theories about culture, communication and negotiations and their interactions are examined. The researcher will analyse differences between the German and Chinese business culture including the values influencing the German and Chinese business behaviour and communication style. A comparison of the German culture and negotiation skills with the Chinese culture and negotiation skills will be drawn. Prerequisites to commitment in China will be investigated and the Chinese framework of communication will be identified. Furthermore the Chinese bargaining and negotiation tactics as well as the purpose and format of Chinese negotiations will be discovered and the importance of "guanxi" and "mianxi" and their effects on business behaviour will be identified. The researcher will also advance the hypothesis that China has faced and will face the influence of materialism as a force undermining traditional values. To prove this hypothesis, she will analyse potential factors and forces that influence Chinese culture and with it the negotiations with Chinese business partners.

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Yes, you can access The preparation of German entrepreneurs for the different cultural peculiarities of negotiations with Chinese business partners by Monika Koeckeritz in PDF and/or ePUB format, as well as other popular books in Politics & International Relations & Politics. We have over one million books available in our catalogue for you to explore.