When U.S. and Chinese businesspeople sit at the negotiating table, frustration is often the result. This Harvard Business Review excerpt summarizes the historical and cultural disconnects.
Content: Article
Authors: John L. Graham, N. Mark Lam
Source: Harvard Business School (HBS) Working Knowledge
Subjects: International – China, Negotiation
Authors: John L. Graham, N. Mark Lam
Source: Harvard Business School (HBS) Working Knowledge
Subjects: International – China, Negotiation
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provides overview of the eight important elements of the Chinese negotiation style in the order most Westerners will encounter them:
1. Guanxi (Personal Connections)
2. Zhongjian Ren (The Intermediary)
3. Shehui Dengji (Social Status)
4. Renji Hexie (Interpersonal Harmony)
5. Zhengti Guannian (Holistic Thinking)
6. Jiejian (Thrift)
7. Mianzi (“Face” or Social Capital)
8. Chiku Nailao (Endurance, Relentlessness, or Eating Bitterness and Enduring Labor)