By Mona Chung (Auth.)

Regardless of the overpowering significance of the chinese language economic climate to the luck of Western economies, there has but to be an exam of why Western businesses have had problems in doing company with the chinese language. an important barrier that businesses have trouble to beat is the powerful communique with their chinese language counter elements. This significant obstacle is brought on by no knowing of the cultural alterations among the chinese language and Western company cultures. This booklet deals the answer to this challenge: the bi-cultural personnel.

  • The first e-book offered through a real bi-cultural advisor and researcher who has intensity wisdom within the knowing of either the Australian and chinese language markets, tradition and extra importantly the behavioural development of individuals from either side of the businesses
  • Provides a unconditionally new viewpoint for company managers and marketers to determine tips to stay away from a similar destiny as has befallen such a lot of failed enterprises
  • The new viewpoint is to spotlight the popularity of cultural transformations because the concentration for devising and imposing winning strategy

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However, negotiations with Chinese require more than just the ordinary ‘golden keys’, which are formulated in a Western cultural context. Chinese negotiators are notoriously tough, clever, shrewd, highly skilled, patient, well-trained and professional (Shi and Wright 2001). Western companies that are part of a transparent, legally structured society may favour legal representatives in their negotiation teams. This is understandable because they would like to avoid unforeseeable legal remedies in the future.

But because the company with which we were negotiating was known to me for many years, this formality was soon abandoned. Negotiations progressed positively, but we still stumbled on several miscommunications simply because the different Australian system could not be understood and there are no similar comparisons in the Chinese system. When we finally concluded the negotiation positively and signed an agreement, my Chinese counterpart commented how important cross-cultural communication is and how my presence helped.

It had become the world’s biggest iron ore user, and the biggest steel producer and consumer. China found itself in the position of losing face politically in that it had failed to perform the role expected of the biggest player by leading any price adjustment. Even worse was that China lost face to the Japanese. China was in a difficult situation. BHP, Rio and CVRD immediately went on to negotiate with other steel mills and locked in 57 per cent of the world market at the 19 per cent price increase, in order to force China into a corner and agree to the new price.

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