Project paper on the international negotiations in China. Picture credits: Flickr.com Sources: Tony Fang, Carolyn Blackman, March Wu, HBR

1. Cross-Cultural
Negotiations
with China
By: Noriko Tan & Sarah Ong
Friday, October 21, 11 1

2. W C ?
Friday, October 21, 11 2

3. fb w r f
E W r
The ‘Invisible’ Great Wall
Friday, October 21, 11 3

4. The world’s toughest
‘... the Iranians whom I
once called the world’s
toughest negotiators,
were second-rate
compared to the
Chinese.’
Friday, October 21, 11 4

5. 1 I rp r
R p
Friday, October 21, 11 5

6. -
- xi
guan
Cultivating good relationships with
business partners is essential.
Friday, October 21, 11 6

7. Friday, October 21, 11 7

8. I v Or
How it all began?
Friday, October 21, 11 9

9. Reciprocal
Obligation
Morally
expected to
improve welfare
of family &
friends
Confucianism
Friday, October 21, 11 11

10. Unstable
Legal System
Friday, October 21, 11 12

11. F S
Building guan xi
Friday, October 21, 11 14

12. Use a trusted middleman when
negotiating with the Chinese
Friday, October 21, 11 15

13. 2 F
mian zi
Friday, October 21, 11 16

14. “Every person has a face,
for the same reason that
the tree has a bark.”
Friday, October 21, 11 17

15. Losing Face
endangers negotiations
Friday, October 21, 11 18

16. They avoid saying ‘No’
There’s always more than one way to flay the fish.
Friday, October 21, 11 19

17. L f r
r
f ‘N ’
it’s inconvenient
it’s too difficult
hmm, maybe?
Friday, October 21, 11 20

18. pr f r
...
to do
business
with large &
reputable
companies to
gain face
Friday, October 21, 11 21

19. Reciprocity
Chinese give ‘face’ to others and
expect something in return.
Friday, October 21, 11 22

20. I v Or
How it all began?
Friday, October 21, 11 23

21. If you don’t
Incentive to mind losing
behave morally face, you’re
right shameless
‘Sense of
Shame’ Confucianism
Friday, October 21, 11 24

22. F S
Dealing with the
Chinese Face
Friday, October 21, 11 25

23. H p f
Avoid any actions that
will cause them to lose
face
Friday, October 21, 11 26

24. 3 G vr
zheng fu
Friday, October 21, 11 27

25. The Chinese
government is the
biggest boss.
Friday, October 21, 11 28

26. “... importance of
Chinese politics to
businesses is not
comprehended by
many Westerners”
Friday, October 21, 11 29

27. S f r
“You have tea until it’s
coming out of your
gills... and at the end
they’d tell you they
weren’t really the
people to speak to.”
Friday, October 21, 11 30

28. He who does nothing, makes
no mistakes.
Friday, October 21, 11 31

29. F S
The Right Path
Friday, October 21, 11 32

30. G R Pr
“It only took the Chinese premier
1.5 hours to settle a project that
took years.”
Friday, October 21, 11 33

31. 4 H
zheng ti guan nian
Friday, October 21, 11 34

32. B P r T
Chinese children memorize
thousands of pictorial
characters.
Friday, October 21, 11 35

33. 5 T
zhan lue
Friday, October 21, 11 36

34. 36 Stratagems
The Art of War
M r T
Friday, October 21, 11 37

35. #3: M r r w
B rr w K f
Make use of outside resources
for one’s own gain.
Friday, October 21, 11 38

36. #4: w L r
E E
Preserve strength while watching the
enemy exhaust himself.
Friday, October 21, 11 39

37. #31: B W
Use women, temptation and espionage to
overpower the enemy.
Friday, October 21, 11 40

38. #36: W E
F ,R w
Live to fight another day.
Retreat is by far the best choice.
Friday, October 21, 11 41

39. F V
PRC
Condition
In-group
Confucian Tactics
Values
Out-group
Friday, October 21, 11 42

40. T ’ T w
F ace
I nterpersonal Relationship
G overnment
H olistic Thinking
T actics
Friday, October 21, 11 43

41. f r
r !
Friday, October 21, 11 44

42. Solutions
r D w
Interpersonal Relationship Guan Xi
Holistic Thinking Face
Government PRC Condition
Tactics Knife
Middlemen Beautiful
Mian Zi Run
No
Friday, October 21, 11 45