Chinese-Dutch Business Negotiations: Insights from Discourse

Front Cover
Rodopi, 1999 - Language Arts & Disciplines - 207 pages
0 Reviews
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.
 

What people are saying - Write a review

We haven't found any reviews in the usual places.

Contents

INTRODUCTION
1
INTERNATIONAL NEGOTIATION AND INTERCULTURAL
9
RESEARCH METHODOLOGY
31
DISCOURSE ANALYSIS
65
ASSUMPTIONS AND TUTOR PRACTICES IN NEGOTIATIONS
91
DISCOURSE ORGANISATION IN NEGOTIATIONS
127
CONCLUSIONS AND DISCUSSION
161
REFERENCES
175
APPENDICES
187
AUTHOR INDEX
205
Copyright

Common terms and phrases

Popular passages

Page 178 - Responding to compliments: a contrastive study of politeness strategies between American English and Chinese speakers', Journal of Pragmatics, 20: 49-77.

References to this book

Bibliographic information