Negotiating Across Cultures
While Canadians typically value directness in negotiations, this culture often relies on indirect communication and subtle cues to convey meaning.
What is Chinese culture?
When working with people in China and discussing your recent wins and achievements how should you carry yourself?
What is humility?
In this country, building trust through long-term relationships is essential before entering formal negotiations.
What is China?
What kind gesture can be seen as a gesture of respect, gratitude, and relationship building?
what is gift giving?
This concept, valued in Canadian negotiations, emphasizes clear and direct communication, while Chinese negotiators may prioritize maintaining harmony and saving face.
What is directness/transparency?
When your Chinese business partners or boss makes an error in his presentation what is expected from you?
What is Face-saving?
In Chinese negotiation culture, what kind of strategy or tactic might be used to test the counterpart’s limits?
What is silence or stalling?
this concept, when showed, is perceived as unprofessional or weak in China
what is emotion?
This form of non-verbal communication, common in Canadian negotiations, can be interpreted as aggressive or disrespectful in Chinese culture.
What is direct eye contact?
When eating with clients and business partners, who needs to begin eating before you do?
Who is the host?
What should you expect when addressing senior members of a Chinese negotiation team?
What is to show respect for their title and position?
This concept is seen as valuable resource, for Canadians. Negotiators aim for efficiency and and delays are often seen as unproductive or a sign of inefficiency. However the Chinese view it as flexible, and negotiations can be prolonged to thoroughly address every detail
what is time?
In this country, building rapport and establishing trust before discussing business is crucial, so be prepared for small talk and getting to know your counterparts on a personal level.
What is China
When planning a trip to China what level of business attire should be packed for a selection of meetings during the day and at night?
What is formal?
What type of behavior should be avoided during negotiations in China to maintain harmony?
What is direct confrontation or public criticism?
In Canada what is seen as definitive, detailed, and legally binding. But in China is seen as framework, and can be adjusted as the relationship evolves.
what is a contract?