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Differences between Western and Eastern (Chinese) negotiation styles

Babushkina Valeriya Andreevna  (Federal State institution «Kuban State university», Krasnodar city)

the author considers the main features between Western and Eastern (especially Chinese) negotiation styles. Day by day more and more people are becoming interested in Chinese culture, first of all, because China becomes the world number one economy. That is why the number of business contracts is increasing rapidly. If we look at the processes, happening while negotiations between Westerners and the Chinese, we will understand that the main reason of disagreement or abrogation of the treaty is a result of cultural misunderstanding. We must consider that every nation has its` own social norms, cultural codes, features of behavior, mentality and even grasp of reality. Entire case depends on the right maintaining of the atmosphere while negotiations. That is why it is really important to draw the attention to the features of national culture and psychology.

Keywords:negotiation style, national culture, state style, cultural code, collaboration strategy.

 

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Citation link:
Babushkina V. A. Differences between Western and Eastern (Chinese) negotiation styles // Современная наука: актуальные проблемы теории и практики. Серия: Познание. -2016. -№07-08. -С. 4-7
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