The second student paper addresses negotiation in China. The author, Justin Shain, lived in China for a period. What makes this paper so appealing is the ease and authority with which various strains of the robust Chinese culture are woven into a clear and useful piece of guidance for the business person and counsel.
How to Successfully Negotiate in an Ever-changing Chinese Business Culture
As the ancient Chinese military general and strategist, Sun Tzu, wisely coined, “He who knows his enemy and himself well will not be defeated easily.” This proverb has stood the test of time. For example, this saying continues to apply to many negotiators today—specifically, negotiators finding themselves in the middle of cross-cultural business dealings between Chinese companies and companies from the West. In order to be successful in these negotiations, western negotiators have extensively studied Chinese business culture. Likewise, the Chinese are increasingly sending their youth to be educated by western business schools. First, this paper will explore the widely accepted Chinese business culture framework, called the “Ping Pong Model,” in order to establish a better understanding of the Chinese negotiator, followed by how, in practice, these widely accepted generalizations of the Chinese business culture framework do not always hold true because of changes in attitudes among China’s younger generations. The essay concludes by providing a guide on how to apply negotiating to this evolving Chinese business culture. Read more »