How do French and Chinese negotiators process their thoughts in negotiation? Do different though processes result in different opinions, solutions and processes?

Résumé du document

In the context of globalization, models of businesses and management tend to be similar across the globe. Import-export is increasing everyday; for business purpose, people are flying from western to eastern countries and eastern to western countries all the time. However, some cross cultural differences will exist in the globalized business scenario, particularly between countries or regions with strong and fundamental culture divergences, such as France and China. In this context, only open minded and adapting business people will be successful. In negotiation, these two values, open mindedness and adaptation, are not enough to build good relationship for the future or to get the deal done, which are the main targets of a negotiation. A good understanding of the cultural characteristics and background which makes foreign negotiators thinks and reacts differently, is the most relevant approach in order to be successful in negotiation.

Therefore, firstly, we will define the China profile, in order to get an overview of the internal environment of this new world power and to understand the characteristics of a negotiation in this environmental context. In the second part we will observe the characteristics of France to understand its environment.

Extraits

[...] They usually show their hospitality by inviting you to a dinner make sure you invite them also to balance the favour. Summary To conclude, throughout the different findings such as the profile of both countries, the negotiation tactics, the hierarchical power distance and the analysis of the historical background, we observed the strong divergences between these two nations. Also how important it is to be aware of the cultural differences from one country to another if negotiators want more chances to succeed. [...]

[...] Also, in western countries negotiation might be in face to face but this has to be avoided in China where negotiations are constituted by team members. The consensus is very important for Chinese. They usually come up with one game plan, in which every team member will play his/her role. So, French negotiators constantly have to try to turn the negotiation as a sociable benefit for China: _Why is it good for them as a group? _Why is it good for China? [...]

[...] o Moral: There are opposite aspects of any tool or power. References Webography http://www.answers.com/topic/negotiation http://en.wikiquote.org/wiki/Chinese_proverbs http://www.translationdirectory.com/articles/article1267.htm http://chinechinechine.blogspot.com/2006/03/how-to-negotiate-with- chinese.html http://ccm.sagepub.com/cgi/content/abstract/7/1/101 http://en.wikipedia.org/wiki/Confucianism http://www.chinaunique.com/educate/culture.htm http://www.geert-hofstede.com/geert_hofstede_resources.shtml http://www.globalemotion.de/loader_e.html http://en.wikipedia.org/wiki/Negotiation_(process) http://www.cic.sfu.ca/forum/ting-too.html http://www.the-chiefexecutive.com/features/feature932/ Bibliography Global Marketing strategy pdf. Attached file. Harvard review China negotiation. Attached file Ecobank Ghana Director testimony. Attached file. [...]

[...] It took Marco Polo, the Venetian merchant, seventeen years to gain the trust of Kublai, the Great Khan of the most important empire in the middle Ages”. (Global Marketing strategy pdf.) Behavioural contradictions between French and Chinese negotiators Behaviour characteristics Source: Ecobank Ghana Director's testimony The negotiation approach is extremely different between French and Chinese negotiators. If we ask the question: What is negotiation for you? French will generally say, it is a process driven with defined goal-deal to reach a contract, whereas Chinese will state that it is an exchange of information, dialogue with no clear conclusion. [...]

[...] Besides, China joined the World Trade Organization in 2001 which developed its overseas trade opportunities with spectacular results as the world's second economy in terms of direct foreign investment and currency reserves and also the third in trade surplus. These results give China a respectful and powerful image in the business world, which is today reinforced by the success of the Olympic Games organized in Beijing last summer. “China now resembles Japan in the 1960's, flooding western markets with cheap products. [...]