2.1Differences in the Way of Thinking
2.1.1 Differences in Values
Americans are more individualistic and believe that personal goals are above everything else. In business negotiations, Americans tend to pursue individual rather than group goals. They will focus on their personal interests and regard the party who gains the most in the negotiation as the winner. Chinese people are more collectivist and believe that individuals depend on the group for survival. They will value the relationship between themselves and the group. When there is a conflict between individual interests and group interests, Chinese people will give priority to group interests. In business negotiations, Chinese people will control their words and deeds in order to maintain a harmonious relationship. They will not talk too strongly. The goal of the Chinese is not to get the maximum benefit in the negotiation, but to get a win-win situation for both parties, preferably from short term cooperation to long term cooperation. The Chinese attach great importance to friendly cooperation and believe that friendly cooperation is the key to future success. After this cooperation, we can cooperate again next time. When negotiating, the Chinese will lower their own interests in order to promote a friendly and cooperative relationship. The United States is a typical short-term-oriented culture. Compared with China, the United States pays more attention to immediate interests and is more eager for quick success. So the Americans see maximizing interests as their negotiating goal rather than a friendly partnership. That is up to a point will cause the conflict between the two sides in the negotiation.
2.1.2 Differences in Views of Time
When negotiating, Americans attach great importance to time, they believe that being punctual is a basic courtesy and a sense of responsibility. Not keeping an appointment on time not only wastes time for both parties, but also shows a lack of responsibility. When Americans are negotiating, they try to shorten the negotiation time as much as possible. They don't like to stop or keep silent. For them, fasting negotiation is better to measure the progress of a negotiation, it mainly depends on how many small problems are solved. The more problems are solved, the more successful the negotiation will be. Chinese people tend to take a long-term view. They will fully cover all aspects of the topic and attach great importance to the final result of the cooperation. They will not set strict rules on the length of the negotiation. In addition, Chinese people also like to negotiate at the dinner table, and talk when eating and changing cups, so business activities progress slowly. In negotiations, Chinese people's vague use of time often leads to conflicts and misunderstandings in negotiations between China and the United States. The Chinese side tends to use time casually and flexibly in negotiations. It likes to use inaccurate words such as soon, sometime and in a while. this words often makes Americans confused and think that the Chinese are not sincere about business cooperation, which leads to negotiation conflicts between the two sides. (Chris Voss,2018) After the negotiation, for the Americans, the signing of the negotiation contract means the end of the negotiation. For the Chinese, the signing of a negotiation contract means not only the initial establishment of a business relationship between the two sides, but also the establishment of a human relationship. Therefore, Chinese people are more humane after contract signed, and they also show a flexible attitude towards a contract that has been signed.
2.1.3 Differences in Face Concept
In the process of negotiation, Chinese people have face on the table, while American people have face in the process of cooperation after negotiation. The former may save face on the table but lose money in the actual co-operation, while the latter usually guarantees the actual co-operation gains.
2.1.4 Differences in Legal Concepts
Americans' concept of paying attention to law permeates every aspect of the society. They often prepare detailed legal documents before negotiations. Lawyers are involved in negotiations, and they are more detailed when disputes occur. While Chinese, by virtue of the Confucian principles of tolerance, focus on seeking solutions from human feelings Definitely. Trouble is generally minor, minor, peace is expensive, held business is not benevolence and justice in, never easily to court. Therefore, an American's draft contract can be hundreds of pages long, while a Chinese one may have less than ten pages. An American requires every clause to be carefully considered before signing a contract, while a Chinese one stresses mutual trust and is not as strict as an American. One of the most important achievements of business negotiation is to reach an agreement, which is expressed in the form of contract or contract. For American negotiators, the signing of the contract means the completion of the negotiation work, while how to implement it is a technical problem. Americans pay great attention to the contract, they want to printed on the contract on every word are accurate, so they weigh for each language, to ensure smooth progression can contracts in practice, and has reduced the risk to minimum at the same time, the United States is one of the legal system is to build the whole country in the world today, is a country with a height of the rule of law to safeguard their own interests. The parties negotiate a binding, written legal document to define each other is rights and obligations. By the same token, he Consideration is also given to the indemnity clause for breach of contract and applicable law in the event of an unexpected occurrence in the course of the execution of the contract. To be handled according to the terms of liability agreed in advance by both parties. Therefore, the contract of the American personnel was very meticulous and rigorous. The terms and conditions of the contract, including liability allocation, product specifications, mode of transportation, quality standard, mode of payment, liability for breach of contract, mode of compensation and applicable law, were all meticulous and precise, and even seemed to be very lengthy and cumbersome. Often in the initial negotiation process, the Americans can produce detailed contracts that are dozens of pages long. Once the contract is signed, they will conscientiously perform, will not easily change or modify. Chinese attaches great importance to relations, the purpose of Chinese personnel negotiations is more of a hope to establish and develop long-term relations of cooperation in their view, the signing of the contract does not mean the end of the negotiations, but a long-term mutually beneficial cooperation started as a result, the agreement is the further development of partnership framework of Chinese personnel in negotiations beginning like first and then general principle to reach an agreement, And leave the specifics of that for another day. Therefore, the contract drafted by the Chinese personnel is usually only a few pages long, and the basic principles and general direction are established in the contract, but the details, specific terms and wording are not paid much attention to. The contract often has vague wording, too flexible and strong flexibility, etc, which are encountered in the process of contract performance. In case of discussion or emergency, the Chinese personnel may also have to deal with the already signed Contract terms may be amended or renegotiated to resolve the issue. In the process of execution of the contract, if there is a dispute or controversy, Chinese people don't want to in court, in the hope that based on the long-term friendly relations of cooperation and trust between each other, through efforts to resolve disputes outside of relationship and contract which is compared between China and the United States is currently one of the embodiment of the rule of law concept is not strong, of course, along with the increasing maturity of Chinese personnel, as well as the construction of legal system .With the improvement, Chinese negotiators are becoming more and more aware of the law, and are more and more likely to rely on the law to protect their rights and interests in China-US economic and trade activities.
2.2 Differences in Negotiation Style
2.2.1 Chinese Negotiation Style
The Chinese nation has a long history and the influence of Confucian culture is deeply rooted. The Chinese people attach great importance to etiquette, human relations and relationships, and have a good reputation as a land of rites and ceremonies. Chinese people bear hardships and stand hard work. They have strong tenacity. They speak implicitly and do not easily and directly express their true thoughts. Working pace is generally slow, more conservative, not easy to take risks. In the eyes of Chinese people, we should try our best to be polite when negotiating, refuse the other party, show our demands and be self-centered, which will only damage the other party's face and cause unhappiness for both sides. Similarly, the modesty, patience and self-restraint that Chinese people praise highly may be regarded as hypocritical, polite and trickery by Americans. They may think that we are not sincere and will not cooperate with us. Therefore, the Chinese negotiating style can be summarized as: warm, friendly, and like to present themselves at the negotiating table as hosts. In negotiations, more attention was paid to the principles of negotiations. Be patient and good at delaying tactics to achieve negotiation goals. Be good at making demands that you know the other side can't accept and then hinting that you can set them aside as long as the other side makes some concessions. Always force the other side of the negotiation to say first. Be good at informal exchange of ideas between negotiations. The negotiating team is large, and the lines of power are scattered and blurred. (Peter Frankopan,2016)
2.2.2 American Negotiation Style
The United States is a young country. Historically, a large number of pioneers came to North America from Europe. From the east coast of the United States to the west coast, they took great risks to carve out land. This pioneering spirit has been passed down from generation to generation, and modern Americans still have a strong spirit of enterprise. In addition, the United States is also a country of immigrants, with large population mobility, high degree of openness and strong modern concepts. The traditional eastern monarchy and western aristocracy cannot find the foundation for survival here. Therefore, Americans are rarely dominated by authority and traditional concepts, but have a strong sense of innovation and competition. When Americans are negotiating, they pay attention to efficiency most, they seldom say sorry, they like others to do according to their will, they like to be self-centered. It is so hard to humble an American, to expose his or her inadequacies, and to admit his or her ignorance. Americans' confidence has won them a lot of business, but at the same time, it can also make Chinese people feel that they are aggressive, arrogant, arrogant or rude, and that the other side is not sincere about win-win.In the process of communication, Americans like to come straight to the point. They speak unequivocally and make all the contents to be communicated very clear. In contrast, Chinese people emphasize the point of communication, concise and comprehensive, and at the same time emphasize understanding, and can provide information through gestures. Thus, the American negotiating style can be summed up as: enthusiastic, sincere and confident. Like to talk about substantive issues, do not want to correct in the principle of the clause. In the negotiation is more single-minded, have a certain bargaining ability, and can consider the interests of the other side to persuade the other side. Negotiation objectives are clear, good at seizing substantive interests, hate the dragging style in negotiations. Either as the real party or as the seller. Are interested in the sub-transaction, the style of negotiation is relatively crisp. Negotiators have some discretions.
2.2.3 Differences in Negotiation Styles Between Sino-US
When Americans are negotiating, they pay attention to efficiency, they seldom say sorry, they like others to do something according to their aspiration, they like to be self-centered. It is so hard to humble an American, to expose his or her inadequacies, and to admit his or her ignorance. Americans' confidence has won them a lot of business, but at the same time, it can also make Chinese people feel that they are aggressive, arrogant, arrogant or rude, and that the other side is not sincere about win-win. But in China, we should try our best to be polite when negotiating, refuse the other party, show our demands and be self-centered, which will only damage the other party is face and cause unhappiness for both sides. Similarly, the modesty, patience and self-restraint that Chinese people praise highly may be regarded as hypocritical, polite and manipulative by Americans. They may think that we are not sincere and will not cooperate with us. (Roy J. Lewicki, Bruce Barry, David M. Saunders,2014) In the process of communication, Americans like to come straight to the point, they speak unequivocally and make all the contents to be communicated very clear. In contrast, Chinese people emphasize the point of communication, concise and comprehensive, and at the same time emphasize understanding, and can provide information through gestures. (Leigh L. Thompson，2014)
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