International Management The Globalization of Markets By: Question What is the substantive question? Since China is a major player in internationalbusiness as it is playing an active role in the global economy, many countries like those in the west, would like to negotiate and strike a deal with Chinese companies. Negotiations with China have been perceived to be vital for a company’s success in international business. But due to cultural and language barrier, many businesses find it difficult to seal a deal with the Chinese. Question 2 What is the key opinion/position or argument of the author? The key opinion/position or argument of the author is that initial meetings with Chinese businessmen are the primary key that brings success in the progress of business negotiations.
This brings us to the importance of somehow knowing the Chinese culture. Aside from having the reputation of being tough negotiators, Chinese businessmen always want to keep their beliefs and cultures intact as far as business practices are concerned. This and language difficulty makes it difficult for other countries to comprehend the behavior of Chinese negotiators much more assess where they stand as far as Chinese businessman’s response is concerned.
Chinese businessmen don’t just negotiate in a day or a few days. They wanted to fully know the company they are dealing with which is why establishing good first impression and relationship is vital to the success of the negotiations which can only be possible of one company knows the culture of the company it is negotiating with. Question 3 What evidence does the author use to support their opinion/position or argument? Since it has been implied that negotiations occur between Chinese and non-Chinese businessmen, the negotiation that would happen would be cross-cultural.
As defined, cross-cultural negotiation is a “discussion of common and conflicting interests between persons of different cultural backgrounds who work to reach a mutual agreement of mutual benefit (Chaney & Martin, 2004). The author uses the arguments of Wendi Adair and Jeanne Brett (2005) in their book ‘The Negotiation Dance: Time, Culture, and Behavioral Sequences in Negotiation’ where in they spoke of a “normative negotiation model, choreographed around the stages of relational positioning, identifying the problem, generating solutions and reaching agreement. ” As negotiations involves several stages, it is of utmost importance that researchers or businessmen pay great attention to how each stage develops because the way these stages in negotiations develops leads you to the final result of negotiations. Question 4 What are the strengths or weaknesses of the opinion/position or argument? Strengths: The company’s strength in this case lies in its knowledge of the company they are dealing with.
With knowledge, it promotes friendship and understanding between two nations with an entirely different language. It promises growth as brought by the sealing of the negotiation bringing the company to the higher stakes in international business. Weakness: Research on the Chinese owned company may be expensive and time consuming. As China is already an active player in international business, the company must not only know about Chinese culture but also on what that company needs from your company and if your are able to meet those needs; because by then they the Chinese company would know if it is worth dealing with your company.