This essay focuses on signal differences in the underlying attitude.an overview of the primary Chinese and U.S. culturally based negotiation characteristics,

signal differences in the underlying attitude.

To demonstrate further, Table 10.6 presents an overview of the primary Chinese and U.S. culturally based negotiation characteristics, which will be more fully developed in the following discussion. But before beginning that discussion, we need to explain our decision to use China and the United States as examples. Our rationale is quite simple—in the global market. It is China and the United States represent the two largest economies. This is  which means that both commercial and diplomatic negotiations. It is  between representatives of the two nations will continue to occupy a prominent position well into the future.

The national negotiation styles generalized to Chinese and U.S. business representatives are rather disparate. The most conspicuous difference is the ultimate objective. Although each side strives to obtain the most advantageous agreement possible, there are signal differences in the underlying attitude. The Chinese approach negotiations with a vision toward establishing a continuing, lasting collaborative relationship. They usually seek agreements that have a long-term, relational basis.

This will be evident in the Chinese initial efforts to socialize and become better acquainted with their U.S. counterparts. This objective of building a trusting relationship is another reflection of the importance of guanxi (i.e., social network/relationship) in Chinese society. The goal is to develop an affiliation founded on mutual respect and trust, an association that not only will smooth the way for the current project but also holds the possibility of future collaborations. To achieve their goal of a cooperative relationship, the Chinese spend considerable. It is  time discussing issues, examining data, and engaging in social entertainment.