Page 230 - 4188

228

Moreover, understanding local languages is necessary for
international marketing or negotiating. Although English is an
internationally spoken language, the people in nations such as Germany
and France do not really enjoy talking to you in English – even though

they may speak English fluently. Some countries value a negotiator’s
technical competence. In the U.S., for example, people would not talk to
you if they did not believe you were a professional. Some countries

emphasize a negotiator’s social status or educational background. For
example, the French and Mexican people care about whether a
negotiator has special relations in the business or political environment;
the Japanese care about whether you are a heavyweight in the

organization (Bradly, 1991).
Using the same problem-solving approach, Americans believe that
both parties in a negotiating process should expect to see good results,

whereas Spanish people believe that a good settlement should not be
expected. To the Japanese, the results of a negotiation depend on the
roles of the buyer and the seller, whereas Brazilians believe a good

result is determined by interpersonal relationships. Therefore, we will
compare the habits and styles of American and Chinese negotiators to
analyze the differences in business negotiations between different

cultures.
DIFFERENCES BETWEEN CHINESE AND AMERICAN
NEGOTIATIONS
Americans’ Unique Characteristics

(1) Vast Land and Different Personalities
Americans from different regions have different personalities.
Although within the same country, the northern, southern, eastern, and

western regions are like different worlds. For example, the people in
Texas often refer to themselves as “Texans” instead of “Americans.”
(2) Conquering and Harmonizing
Americans uphold the spirit of “conquering” when they negotiate,

whereas the Chinese focus on a natural way of “harmonizing.”
(3) The Habit of Retorting
Americans love to retort, and this probably originated from their

legal system that is based on two opposing sides. Therefore, they do not
give in easily.
(4) Emphasize Fundamental Policies

Americans greatly value fundamental policies, and these policies
are often formulated well in advance. Sometimes, a sound concept