| China has rapidly risen to become the second largest global economy and has been experiencing phenomenal levels of financial growth in the past two decades. As a result, China has become a prominent player in the global marketplace and in international trade. However, despite China's growth and the advancement of China in international business, China offers multiple challenges for American businesses seeking to establish business relationships with Chinese companies. Furthermore, negotiating with the Chinese is known for its difficulty particularly in the areas involving the way negotiations are handled, the differing cultural expectations, and communication and language barrier challenges.;The purpose of this qualitative research study is to explore and describe how American companies handle the cultural and philosophical differences that influence Chinese negotiation practices, strategies, and styles. In addition, the intent of this study is to assist in understanding Chinese negotiation styles so that American companies can recognize and employ differing negotiation practices to help overcome discrepancies that will benefit them in the negotiation processes. |
