International Dimensions Of Organizational Behavior.

International Dimensions Of Organizational Behavior.

I need a two page summarize report of all the documents attached.

Connect with a professional writer in 5 simple steps

Please provide as many details about your writing struggle as possible

Academic level of your paper

Type of Paper

When is it due?

How many pages is this assigment?

there are 5 documents attached. please go through the documents pots slides and project report and PowerPoint and write a two-page summary report of all the topics included.

General guidelines to conducting business Negotiations in China

Banruo Xia

Maneel Reddy

Shashank Venugopal

 

 

Why is china in the spotlight?

China has a thriving economy

The country has outperformed the S&P 500 over the last 20 years

It has an economic growth rate much higher than some developed countries (6% vs 1.9% in US and 1% in UK)

Many Chinese companies are reasonably priced as compared to their counterparts in developed countries

 

Hofstede’s culture value dimension

 

Chinese view of negotiations

Literal translation : Tan-pan = discuss and to judge

A mechanism for building trust

Hinges on creating a framework for long term cooperation and problem solving

Viewed as an ongoing and dynamic process

It’s a process that does not end unless the relationship is severed

Take into account practical matters and context

Are slow paced, and involve seemingly abstract building of interpersonal relationships

Negotiation Strategy

 

Negotiations are a marathon not a sprint

 

 

Meetings require to be face to face

 

 

Time is necessary to get to know your potential partner

 

 

Keep accurate records of the results of each rounds of negotiations

 

 

Good idea to sign off meeting notes

 

 

Will likely face a team of negotiators

 

 

Key challenge will be to identify real decision maker or makers!

 

 

 

Communication Guidelines

 

Chinese value “not losing face”

 

 

So be careful with what you say!

 

 

Look beyond the compliments

 

 

See them for what they are!

 

 

Put effort to understand the meaning behind the words

 

 

Try to understand what they’re really trying to say!

 

 

Personal projections

Be more understated and modest

Show your counterparts respect and make an effort to get to know them on a more personal level

Be patient and practice the “cold shower” approach to decision making

Just when you think you know enough: stop, think, listen some more, sleep on it and then make your decision.

Don’t set artificial deadlines, or give displays of emotion

Be fair, reasonable and diplomatic

If you disagree with your counterpart, don’t simply reject their position out of hand, but carefully explain your reasoning

 

 

 

Networking

This is the MOST important aspect of the negotiation

Use local staff, local contacts and external advisors to receive pre-negotiation guidance

Hire a capable Chinese team who can

help you understand the nuances of what your counterparts are saying

develop back channels that can help smooth the negotiations

GUANXI! GUANXI! GUANXI!

 

 

Choosing your partner

 

Become familiar on interpersonal and organizational levels

 

 

Verify credibility

 

 

Use a strategic screening process

 

 

Choose a reputable local partner who is closely aligned on mutual goals

 

 

Take time to confirm whether there is a basis for sustainable business before investing in discussions

 

 

 

 

Maintaining due diligence

Invest resources in broad ranging due diligence

Foreign companies are expected to know of and work well within the local context

Have clarity on Chinese industrial policy, government regulations, and relevant stakeholders at the national, provincial, and local levels

Commit adequate time and resources to understanding and tending local China relationships for the long run

 

Operational guidelines

Assemble a disciplined and cohesive negotiation team that follows a unified communication plan

Have a designated speaker

Assign individual roles

because it is common to receive questions like “During his visit on that time, he assured this…”

Choosing a translator

Must be able to read the room better

Should be able to speak informally with the Chinese team

 

 

 

Concluding…

 

Remember that Negotiations are never over

 

 

Due diligence is to be maintained during the whole course of the business engagement

 

 

The team has to be cohesive and have individual roles so as to be prepared for minute questions

 

 

Always stay up to date with the Government regulations and Guanxi! Guanxi! Guanxi!

 

 

If all these guidelines are followed, your business in China will be a success!

 

 

.MsftOfcThm_Accent1_Fill { fill:#CF0A2C; } .MsftOfcThm_Accent1_Stroke { stroke:#CF0A2C; }