The paper "Difference between Chinese & American Culture" is a great example of a marketing case study. Chinese demonstrate a different culture in comparison to the American culture because the manner and lifestyle are very different in China. Negotiations fail because of different cultural opinions that remain between the Sino-American cultures. This results in various frustrations and misunderstanding thereby making the negotiations to be difficult. China demonstrates a different culture which results in a difference between the negotiation processes occurs due to ingrained politeness and emotional restraint, emphasis on social obligation, and belief in the interconnection of work, family, and friendship (Deresky, 2011, p.
168). Before moving in the manner the negotiation process gets affected by the difference in culture it is important to understand the Chinese culture. The Chinese culture believes in a relationship as a result of it their culture surrounds around developing relationship (Wulu, 2011). Since, they believe in long term relationship and remember both the favors and humiliations which interfere when they deal with people (Tang, 2003). This is similar to the word Guanxi which demonstrates connection and dependency.
This culture takes things at heart which makes it important that while communicating anything which could hurt the Chinese counterpart is not done. Chinese take time in arriving at a conclusion which thereby results in delay in the decision-making process (Wulu, 2011) and believes to develop a win-win situation so that both the parties are benefitted. Chinese business people don’ t heed to the reply provided by women as they don’ t rate women high in business and don’ t listen to them (Tang, 2003). Chinese are flexible in time and don’ t adhere to the time frame which results in the meetings to get delayed or postpone for the future These characteristics demonstrated by the Chinese counterpart results in the negotiation process to fail as the Chinese have an emotional constraint and look towards saving the face.
This makes it important that the Americans that enter into a negotiation with the Chinese counterpart don’ t demonstrate the fact that they have won the negotiation as the Chinese counterpart take it at heart and results in the negotiation process to fail in the future.
This makes it important that at the end of the negotiation a win-win feeling is thereby demonstrating thanks to the Chinese counterpart. Also, the Americans should look towards ensuring that they look to develop a relationship which is personal so that both the culture gets mixed properly which will result in the negotiation process to pass through easily. The Chinese culture differs from the U. S. culture because the US culture different characteristics in contrast to the Chinese culture. US culture is more individualistic as people look towards taking the name and fame for the work accomplished and looks towards achieving it individually (Graf, 2008).
They look to ensure that they take immediate decisions by looking at the facts (Graf, 2008) as a result they direct when it comes to meetings and look to directly arrive at the point instead of going round about it. The US culture looks to depress their personal feelings towards the counterpart so that the objectives of the business can be attained thus believing in the formula of creating a win-win situation. US culture rates business first in comparison to others and also rate women high and believe in equality between the women and the male counterpart.
US culture demonstrates accuracy with the timing of meetings and looks to achieve the task within the stated time frame
Deresky, H. 2011. International Management: Managing Across Borders and Cultures (7th Edition) Pearson
Daiyun, Y. 2008. Some Characteristics of Chinese Culture and Its Possible Contributions to the World. Pecking University, China
Graf, G. 2008. 10 major differences between Chinese and the US Culture. Political & Social Issues, The New York Times Company
Tang, C. 2003. The spiritual Values of Chinese Culture. Taipei, Cheng Chung Book Co, chapter 16
Wulu, J. 2011. Basic Characteristics of Chinese Culture. Princeton University Press