Negotiation Styles in China and the US

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Table of Contents

Negotiation
Inter-Country Negotiation
References

Negotiation

Negotiation is frequent for international business executives, although it differs by country. Consideration of similarities and differences in culture, conflict resolution viewpoints, views on power or status, and decision-making techniques are all a part of a global negotiation. Negotiators in the United States are known for being decisive, legalistic, and results-oriented. In contrast, negotiators in China concentrate on establishing connections, and the dominant negotiating style in Canada is cooperative, with negotiators willing to compromise.

According to Americans, Canadians, and Chinese, cooperation and rivalry are the stepping stones to effective negotiation. They both have similar bargaining views on cooperation and competitiveness. Different cultures favor one strategy while negotiating (Staff, 2022). The American negotiation culture might be unpleasant and hostile because they may openly shout over individuals and air their disagreements (McKenzie, 2018). The Chinese prioritize relationship growth and only enter into agreements that will result in mutually beneficial results. In contrast, Canadians subscribe to the notion of win-win, in which they anticipate the other party to return their trust and respect.

Negotiating characteristics will unavoidably differ depending on people and situations. American negotiators are legalistic and utilize a conceptual language from other areas. In China, the choice of a negotiator is based on their capacity to make friends before starting a negotiation (Shonk, 2022). An intelligent negotiator in Canada strives for a win-win scenario that creates the groundwork for a long-term connection in which business partners will stay in touch long after they have a contract. Canadian negotiating approach is the most efficient in commercial negotiations. Collaborating with competent negotiators, should be discouraged; because this style dwells on acquiring the most for their organization, there might be reluctance to establish a collaborative relationship.

Many American negotiators use a checklist technique, but the Chinese are known to adopt a more comprehensive approach and follow the rule that nothing is accepted until they agree on everything (McKenzie, 2018). It is the primary cause of the recent collapse in negotiations between the two parties. At this juncture, the American side may believe that the Chinese team is dishonest, and the negotiation may collapse.

Inter-Country Negotiation

The differences when approaching negotiations in these countries have vast differences. However, there are steps that each side should take prior to attending the negotiation that will ensure the success of the event. Before the two teams negotiate, both sides should debate and strive to agree on the standards that will guide the negotiations (McKenzie, 2018). Parties should not presume that their standard is universally accepted because minor discrepancies impede talks.

The checklist technique and the standard of nothing being decided until everything is accepted are both entirely legitimate. If the two parties are unaware of their respective styles, a conflict of expectations may occur. Determining how to bargain before the negotiations begin will lessen the likelihood of such a confrontation and so avoid disappointment and aggravation later on (Shonk, 2022). As the recent collapse of US-China economic ties has demonstrated, discussions between governments are challenging enough regarding the substance. Considering the significance of a trade agreement between the world’s two biggest economies, there is hope that contrasts in style do not lead these negotiations to fail prematurely. Therefore, both teams need to have rules that will guide the negotiation process.