Today People’s Republic of China is emerging as one of the major global economies. But a lot of negotiations between German and Chinese businessmen have failed in China because German entrepreneurs have not been sufficiently prepared for the different cultural peculiarities of negotiations with Chinese business partners. This dissertation will analyse the cultural peculiarities of negotiations with Chinese business partners. Different theories about culture, communication and negotiations and their interactions are examined. The researcher will analyse differences between the German and Chinese business culture including the values influencing the German and Chinese business behaviour and communication style. A comparison of the German culture and negotiation skills with the Chinese culture and negotiation skills will be drawn. Prerequisites to commitment in China will be investigated and the Chinese framework of communication will be identified. Furthermore the Chinese bargaining and negotiation tactics as well as the purpose and format of Chinese negotiations will be discovered and the importance of “guanxi” and “mianxi” and their effects on business behaviour will be identified. The researcher will also advance the hypothesis that China has faced and will face the influence of materialism as a force undermining traditional values. To prove this hypothesis, she will analyse potential factors and forces that influence Chinese culture and with it the negotiations with Chinese business partners.
Giới thiệu về tác giả
Monika Koeckeritz studied educational theory from 1980 to 1984. After her first studies she was active as a passionate teacher, lecturer and project manager. In 2003 she began her second studies and finished them two years later with the Master of Business Administration (MBA) at The University of Liverpool. After her graduation Monika Koeckeritz took leadership positions in the fields of education and business consultancy in Baden-Wuerttemberg, Berlin and Brandenburg. Since January 2015 she has been working as an author and a journalist of science and travelling.
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