Cross Culture Negotiations for Western Managers — How can the Western Managers Process their Business Negotiation Effectively and Efficiently in Shanghai China

摘要

The paper analyses the.theories of recent experts for Cross Culture Management and research applied principles and implements in process of negotiation from an occidental manager's visual angle. Based on that, the paper attempts to discover a link between influence of Chinese culture and effective efficient tactics of negotiation. In order to provide valuable indication and advice to those managers preparing to negotiate with upstream and downstream business partners within their supply chain (or value chain), even those are looking forward to set up jointventure in Shanghai. This report will be formed by three parts sequentially. Part one concentrates on the analysis of Chinese culture and its impact on Chinese business organisations. Part two focus on the principles and tools adopted in negotiation by most literature, at the same time, it will emphasise how the Chinese business elites evaluate and use those tools, before employing 'onion' model to conclude the guide. Part three will look at negotiation in practise, especially, it try to provide the linage between understanding Chinese culture effects and generating effective and efficient negotiation strategies.