Two-Dimensional Thinking vs. Three-Dimensional Thinking
Production vs. Consumption
Collective Well-being
Group Orientation vs. Individualism
China’s Emphasis on Self-sufficiency
Personal vs. Group Accountability
Open-ended vs. Closed
Intellectual Piracy in China
Part IV Negotiating in China
Chapter 8 The Chinese Way of Negotiating
The Power of Face
The Friendship Factor
Thinking Holistically
Facts & Truth vs. How Things Are Done
Patience Is The Key
Never Forget; Never Forgive
Ultimatums Are Taboo
Technology High on the List
Chapter 9 Preparing to Negotiate in China
Social Status Counts
Senior People & Negotiating
Field the First Team
Learn How to Use Interpreters
Bring Your Own Interpreters
Leave Lawyers Out
Pay Attention to Small Details
Beware of Using Humor
Dress the Part
Chapter 10 What to Expect While Negotiating
The Business Card Imperative
Addressing the Senior Person
Sit Up Straight & Stand Tall!
Keep a Damper on Your Enthusiasm
Make a Series of Short Presentations
Keep Notes at Meetings
Confirm Mutual Understanding & Summarize the Meeting
Ask the Right Questions
Striking Like a Snake
Withholding Information
The “Hit-Run” Tactic
The Passive Face Ploy
Silence as a Negotiating Tactic
What to Do When They Leave the Room?
The Intimidation & Anger Tactics
Using Competitors as Bogeymen
Compromising the Right Way
Authority Levels Matter
Using Go-betweens
Keep on Negotiating!
Chapter 11 Business Entertainment
Business & Official Banquets
Reciprocal Banquet Hosting
Alcohol & Business
Answering Personal Questions
Gift Giving Is Dangerous
Chapter 12 When You Are Host in Your Own Country
Getting Personal
Structuring the Meeting Room
Providing Refreshments
Preliminary Remarks
Giving Your Guests Face
Inviting Guests Out for the Evening
Paying Bills
Seeing Your Guests Off
Appendix
Selected Vocabulary & Useful Expressions
Personal Titles
Family Relationships
Corporate Titles
Government Titles
Everyday Expressions
Useful Sentences
Saying hello and good-bye
Getting to know each other
In conversation
At the restaurant
At the office
At the hotel
On the road
Technology and communications
Money
Helpful Vocabulary
Glossary of Terms Related to Digital Communications
Index
Preface
Most Westerners think of culture (when they think of it at all) in terms of the arts, literature, and music, but these elements are only a small part of culture. Culture is also the way people think, talk, and behave, as well as the way they work and what they create. The various mental constructs that people have of their own existence, of life in all of its forms, and of the universe at large are products of their cultures. People are programmed by their cultures to view and react to the world in certain ways, and it is this programming that unifies them into individual civilizations.
The
