The Chinese are known as an inscrutable people in the West. With the rapid globalisation of world business, China, with its booming economy and as one of the world's largest emerging markets, is attracting increasing numbers of international traders and investors. Various sources have shown that language and culture are, among other factors, two of the major obstacles to successful business collaborations between the Chinese and Westerners. This dissertation aims to help remove these obstacles by offering some insights into the intricate mechanisms of business negotiation between the Chinese and the Dutch. While most of the research concerning Chinese-Western communication has used everyday conversation as the subject of study, this research chooses negotiation, the core of international business, as its subject. Micro-level qualitative discourse analyses are used as the main research method in addition to ethnographic methods such as the questionnaire survey and interview. The main data used are simulated as well as real-life video-taped Chinese-Dutch business negotiations. Questionnaire survey and interview data from real-life Chinese and Dutch negotiators are used as support data. The phenomena recurrently cropping up across the negotiations are examined at a turn-to-turn level to pinpoint places where problems arise that prevent the negotiators from reaching mutual understandings and fulfilling negotiation goals. The deep-rooted cultural concepts underlying the linguistic phenomena prove to be the main trouble sources. The results of this research are relevant for both the academic and business world.

Contemporary economic and business communication have become increasingly global, dynamic and fast changing. The obstacles Chinese entrepreneurs encounter in the business culture of The Netherlands are an example for problems Chinese entrepreneurs face when entering the European market. The title of this book refers to the uneasy, sometimes difficult, but also heart-warming and funny communication styles between the Dutch, European and Chinese business worlds. The book outlines a theoretical and practical approach towards styles of negotiation, and ways to approach Dutch, and in a larger context, European entrepreneurs. Bi-lingual paperback English/Chinese - Chinese/English business vocabulary with character and pinyin notations.

Provides the reader with an in-depth sociocultural understanding of Chinese negotiating behaviours and tactics in Sino-Western business negotiation context. It presents fresh approaches, coherent frameworks, and 40 reader-friendly cases.

Over the past three decades China's economic performance has exceeded all other countries' economic growth performance by averaging 9.7% (Zhang, Li & Shi, 2009). And even during the global financial crisis, while their economic growth decreased from the three decade average of 9.7%, they were able to sustain an economic growth beyond that of the majority of countries throughout the world. Further, China's growing economic marketplace and integration into global economic institutions, such as the WTO, has increased Westerners interest in their desire to do business in China. Research suggests that culture is not stationary, but highly dynamic, and constantly changing. And the Chinese, a very traditional cultural people are continuously being influenced as a result of their open market economy. China's recent ascend as the second largest economy in the world, with 1.3 billion people, who can potentially become one of the largest consumer markets in the world, has dramatically increased the interest of foreign countries on how to do business effectively with the Chinese. However, Westerners and the Chinese have different cultures and philosophies that influence their different approaches, models and styles during international business negotiations (Banthin & Stelzer, 1998). And their individual perspectives are influenced by their lack of understanding about their opponent's cultural influences, beliefs, behaviors and motivations, with regards to the negotiation process. Globalization and technological advances has changed the nature of how people do business. No organization or country is immune to some exposures from different countries, cultures and diversity. To this end, differences in cultures, socio-economic and political perspectives demand differences in the approach to how people negotiate. These differences, which also provides the framework for this study, involves cultures, cultural dimensions, cultural dynamics, country-specific culture and philosophies, global influences, consequences of cultural global influences, emotional intelligence, cultural intelligences, differences in communication principles, and negotiation styles in international business; which also includes differences in negotiation tactics, conflict management styles, negotiation processes and strategies, reciprocity, etc. Therefore, this study will focus on two primary topics, culture and Chinese negotiation styles that influence Chinese negotiation styles in international business negotiations.

Business Negotiations in China provides a holistic overview of the institutional, organisational and cultural issues that underpin successful business negotiations in China. Good negotiation strategies and management are essential for establishing successful business deals and new ventures in China. The author addresses the current key issues and risks, high level business management, planning, innovative approaches and modern negotiation strategies. The text opens with a review of the evolution of key negotiation models that have been use in China right up to the most current. This is followed by an analysis of the various negotiation frameworks and processes being undertaken in China; their similarities and differences with other global negotiation processes. Alongside the negotiation itself, the author provides advice on: selection of the negotiation team and the various strategic roles within it; the detailed preparations and analysis required prior to starting negotiations in China; effective management strategies for each of the various stages of negotiation to achieve successful, sustainable outcomes. Business Negotiations in China is supported by examples and analysis drawn from actual high level business negotiations by leading international companies with China State Owned Enterprises. It also explores the fierce competition between multinationals and China state-owned companies and their respective different negotiation strategies. This book is an important, indispensable insider’s guide to the strategy and practice of negotiating in China and is relevant to professionals, academics, researchers and students alike.