I. Business Negotiation-Transcript

II. Group discussion

Directions: Discuss the following two questions with your peers. And then post your answer in the following discussion task.

1) How do Chinese business people persuade customer? 

2) How are Chinese approaches to conducting business different from those of other cultures?

website: 中西方商业文化差异

III. Read and Think

Why did he fail to persuade at the beginning? What does the "hidden aspects of culture" refer to?

Reference Answer:

1) The American professor tried at the beginning to persuade in the American way: presenting his arguments again and again. Later he realized he should allow his Chinese counterparts some time to consider his arguments.

2) Americans pay attention to presenting reasons while Chinese people focus on the hierarchy in decision making, or probably the relationship between one and others. 

Research Paper: 国际商务谈判中的跨文化障碍及应对策略 

Directions: Read the following paper talking about internatioanl business negotiation, which will help you better understand the Text. 

来源：知网