HBR Spotlight:China Tomorrow The Chinese Negotiation

摘要

John Graham and N.Mark Lam's article "The Chinese Negotiation" (October 2003) provides necessary cultural information for Americans negotiating in China.However,Americans can run into danger if they treat this advice as a list of cultural how-tos.How to interact and communicate given that cultural background is just as critical as the information itself.Otherwise,that background information is reduced to fortune-cookie wisdom.Distinguishing American and Chinese views so starkly can breed an us-versus-them mentality.Variations in emphasis,expression,and degree exist,but individualism and collectivism are two halves of a whole in both America and China.At least two cross-cultural fundamentals must be in the mix to successfully negotiate in China.