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sooner is always better than later. When an American tells an Asian to
“find some time to come over,” this offer is actually interpreted
differently. In the U.S., this sentence is spoken in an official tone, and it
suggests that prior notice is needed for any visiting. To an Asian,

however, this sentence means that prior notice is not needed, and he/she
is welcome to visit at any time. In the U.S., there is a direct relationship
between time and the urgency of a matter. An important matter requires

instant attention and action. It is quite the opposite in some countries,
however, as important things require more time for contemplation. Like
the proverb “urgent matters are to be handled slowly” states, posing a
time limit places unnecessary pressure.

The biggest difference between Americans and the people in other
countries in terms of negotiating is that Americans are preoccupied with
the articles in a negotiation, whereas the people in other countries focus

on the relationship between them and their opponents. A blind spot
shared by Americans is that they believe all the people in the world want
to be like Americans. They believe that all the markets should be made

open. Even if you are negotiating with them on your own turf, they still
want to do things their way. If you are on their turf, their lawyers will
present you with a host of rules. Americans love conflict and they do not

conceal their skill of intimidating others. American negotiators take a
strong stance at the beginning and seldom back down. As time goes by,
they have learned to be patient, a lesson from their interactions with the
Japanese. When necessary, they will only concede on important matters

when the negotiation process is near its end. Nevertheless, Americans
still prefer quick negotiations; they are not happy with too much
socializing or delay. (Ralston, etc, 1992)

Chinese Characteristics in Negotiating
In American or European society, children are taught that they must pay
attention to others’ manners when they speak to them. Failure in
maintaining a steady eye contact is a gesture of being impolite or feeling

guilty. They are also taught to speak their mind and express their ideas.
A lot of school hours are also used for discussions, and students are
encouraged to make comments. However, the Chinese society believes

that “silence is golden,” and the people in this culture do not only want
to remain quiet, but also view those who are talkative as being showy or
immature. To the people in American and European society, however,

being quiet means one knows nothing, has no ideas, or is uncertain.
Many Chinese people believe that Americans and Europeans exaggerate