Chinese-Dutch Business Negotiations: Insights from Discourse
The Chinese are known as an inscrutable people in the West. With the rapid globalisation of world business, China, with its booming economy and as one of the world's largest emerging markets, is attracting increasing numbers of international traders and investors. Various sources have shown that language and culture are, among other factors, two of the major obstacles to successful business collaborations between the Chinese and Westerners. This dissertation aims to help remove these obstacles by offering some insights into the intricate mechanisms of business negotiation between the Chinese and the Dutch. While most of the research concerning Chinese-Western communication has used everyday conversation as the subject of study, this research chooses negotiation, the core of international business, as its subject. Micro-level qualitative discourse analyses are used as the main research method in addition to ethnographic methods such as the questionnaire survey and interview. The main data used are simulated as well as real-life video-taped Chinese-Dutch business negotiations. Questionnaire survey and interview data from real-life Chinese and Dutch negotiators are used as support data. The phenomena recurrently cropping up across the negotiations are examined at a turn-to-turn level to pinpoint places where problems arise that prevent the negotiators from reaching mutual understandings and fulfilling negotiation goals. The deep-rooted cultural concepts underlying the linguistic phenomena prove to be the main trouble sources. The results of this research are relevant for both the academic and business world.
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INTERNATIONAL NEGOTIATION AND INTERCULTURAL
ASSUMPTIONS AND TUTOR PRACTICES IN NEGOTIATIONS
DISCOURSE ORGANISATION IN NEGOTIATIONS
CONCLUSIONS AND DISCUSSION
American approach assumptions and tutor background information C's discourse organisation chapter China Chinese cultural Chinese discourse organisation Chinese negotiators Chinese-Dutch business negotiations Chinese-Finnish Chinese-Western business negotiations concept concerning concludes conversation analysis counterpart cultural context cultural differences cultural practices currency deductive Deductive reasoning discourse analysis discourse conventions discourse data discourse structure discussion dollar Dutch guilder Dutch negotiator English excerpt Faure Finnish Firth focus fragment group negotiation guanxi Gumperz Hofstede identified illustration inductive inflation ingroup insights interaction and negotiation interactional sociolinguistic intercultural communication international business negotiations issue Janosik kinds of assumptions Koole language linguistic means misunderstandings negotiation activity negotiation behaviours negotiation discourse negotiation game negotiation process non-alignment offer orientations participants perspective phenomena problems questionnaire survey real-life negotiation relationship request for support research findings response role Scollon simulated negotiations social story summarised survey and interview Thije topic transcription tutor practice understanding Western word Yeah