Impact of the Differences between Chinese and Western Culture on Business Negotiation
2.2 Fundamental principles of negotiation· 4
2.2.1 Separating the people from the problem· 4
2.2.2 Focusing on interests but not positions 5
2.2.3 Inventing options for mutual gain· 5
2.2.4 Insisting on objective criteria 6
3.1.2 Individualism and collectivism· 8
3.1.3 “Showing Yourself” and “Being Modest” 9
3.2 General impact of culture on business negotiation· 11
3.2.5 Willingness to take risk· 20
4.1 Cultivating cultural awareness and sensitivity· 21
4.2 Making sufficient preparations· 22
4.3 Having a good command of the target language· 22
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