Western businesses who are negotiating with Chinese corporations may face many challenges, These begin from the initiation and continuation of the negotiations to the establishment of long-lasting relationships based upon mutual trust that range from bargaining and drafting agreements to the securing of their implementation. Chinese negotiators can be at once warm hosts and friends and tough bargainers. A unique group of Chinese cultural elements all add to the complexities of Sino-foreign business negotiations and can make the process tiresome and protracted. For these reasons, Chinese and western negotiators often harbor mutually unfavorable perceptions. Western negotiators need to get used to the indirect Chinese manner and realize that it is not deceptive, but just different. While Westerners are naturally direct, Chinese negotiators are more polite, at least on the surface (Graham, and Lam 4-5).

This can of course bring up serious issues of tension and trust. This is caused by...
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