Conflict Management CM

Hello netters,

I recently had a discussion with some business people who were frustrated with negotiations with some of their Chinese suppliers. We explored a little bit, I assumed that part of the issue was that their counterparts were attempting to save face over some issue. Their take is that their counterparts had gone far beyond "saving face," much to their chagrin. The whole episode raised a couple of questions for me:

1) Are there any short, practical guides to negotiating in <st1:country-region w:st="on"><st1:place w:st="on">China</st1:place></st1:country-region>? I used to have a copy of "Put your best foot forward...", but it did not focus specifically and solely on negotiating.

2) Would you recommend any readings/exercise combos that I might use in my graduate CM class?

Thanks in advance,

Roger

<st1:personname w:st="on">Roger C. Mayer</st1:personname>

Professor of Management

<st1:place w:st="on"><st1:placetype w:st="on">College</st1:placetype> of <st1:placename w:st="on">Business Administration</st1:placename></st1:place>

The <st1:place w:st="on"><st1:placetype w:st="on">University</st1:placetype> of <st1:placename w:st="on">Akron</st1:placename></st1:place>

<st1:place w:st="on"><st1:city w:st="on">Akron</st1:city>, <st1:state w:st="on">OH</st1:state>  <st1:postalcode w:st="on">44325-4801</st1:postalcode></st1:place>

(330) 972-8236

Rmayer@uakron.edu

Roger,

I have a short piece that may be helpful, but this piece is from a Newsletter -- I am not sure this is in the standard databases. 

Friedman, R.  "During the Gold Rush: Negotiating in <st1:place w:st="on"><st1:country-region w:st="on">China</st1:country-region></st1:place>."  Negotiation, 2007 (10, 2), pp 9-11.

Hello netters,

I recently had a discussion with some business people who were frustrated with negotiations with some of their Chinese suppliers. We explored a little bit, I assumed that part of the issue was that their counterparts were attempting to save face over some issue. Their take is that their counterparts had gone far beyond "saving face," much to their chagrin. The whole episode raised a couple of questions for me:

1) Are there any short, practical guides to negotiating in <st1:country-region w:st="on"><st1:place w:st="on">China</st1:place></st1:country-region>? I used to have a copy of "Put your best foot forward...", but it did not focus specifically and solely on negotiating.

2) Would you recommend any readings/exercise combos that I might use in my graduate CM class?

Thanks in advance,

Roger

<st1:personname w:st="on">Roger C. Mayer</st1:personname>

Professor of Management

<st1:place w:st="on"><st1:placetype w:st="on">College</st1:placetype> of <st1:placename w:st="on">Business Administration</st1:placename></st1:place>

The <st1:place w:st="on"><st1:placetype w:st="on">University</st1:placetype> of <st1:placename w:st="on">Akron</st1:placename></st1:place>

<st1:place w:st="on"><st1:city w:st="on">Akron</st1:city>, <st1:state w:st="on">OH</st1:state>  <st1:postalcode w:st="on">44325-4801</st1:postalcode></st1:place>

(330) 972-8236

Rmayer@uakron.edu

Roger,

Try:

Negotiating into China: the impact of individual perception on Chinese negotiation styles 
Author(s):Zhenzhong Ma
International Journal of Emerging Markets; Volume: 1   Issue: 1; 2006

Business-to-business negotiating in China: the role of morality 
Author(s):Jamal A. Al-Khatib, Stacy M. Vollmers, Yusin Liu
Journal of Business & Industrial Marketing; Volume: 22   Issue: 2; 2007

Negotiating in China: some issues for Western women 
Author(s):Hong Seng Woo
Women in Management Review; Volume: 14   Issue: 4; 1999

Cultural characteristics prevalent in the Chinese negotiation process 
Author(s):Hong Seng Woo, Celine Prud'homme
European Business Review; Volume: 99   Issue: 5; 1999

Roger,

I have a short piece that may be helpful, but this piece is from a Newsletter -- I am not sure this is in the standard databases. 

Friedman, R.  "During the Gold Rush: Negotiating in <st1:place w:st="on"><st1:country-region w:st="on">China</st1:country-region></st1:place>."  Negotiation, 2007 (10, 2), pp 9-11.

From: Conflict Management Division Listserv [mailto:CMDNET@AOMLISTS.pace.edu] On Behalf Of Mayer,Roger C
Sent: Monday, September 17, 2007 3:13 PM
To: CMDNET@AOMLISTS.pace.edu
Subject: [CMDNET] Chinese negotiations

Hello netters,

I recently had a discussion with some business people who were frustrated with negotiations with some of their Chinese suppliers. We explored a little bit, I assumed that part of the issue was that their counterparts were attempting to save face over some issue. Their take is that their counterparts had gone far beyond "saving face," much to their chagrin. The whole episode raised a couple of questions for me:

1) Are there any short, practical guides to negotiating in <st1:place w:st="on"><st1:country-region w:st="on">China</st1:country-region></st1:place>? I used to have a copy of "Put your best foot forward...", but it did not focus specifically and solely on negotiating.

2) Would you recommend any readings/exercise combos that I might use in my graduate CM class?

Thanks in advance,

Roger

<st1:personname w:st="on">Roger C. Mayer</st1:personname>

Professor of Management

<st1:place w:st="on"><st1:placetype w:st="on">College</st1:placetype> of <st1:placename w:st="on">Business Administration</st1:placename></st1:place>

The <st1:place w:st="on"><st1:placetype w:st="on">University</st1:placetype> of <st1:placename w:st="on">Akron</st1:placename></st1:place>

<st1:place w:st="on"><st1:city w:st="on">Akron</st1:city>, <st1:state w:st="on">OH</st1:state>  <st1:postalcode w:st="on">44325-4801</st1:postalcode></st1:place>

(330) 972-8236

Rmayer@uakron.edu

*************************************** This message was sent to you because you are subscribed to CMDNET which is an electronic list sponsored by the Conflict Management Division of the <st1:place w:st="on"><st1:placetype w:st="on">Academy</st1:placetype> of <st1:placename w:st="on">Management</st1:placename></st1:place>.

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Roger,

Try:

Negotiating into China: the impact of individual perception on Chinese negotiation styles 
Author(s):Zhenzhong Ma
International Journal of Emerging Markets; Volume: 1   Issue: 1; 2006

Business-to-business negotiating in China: the role of morality 
Author(s):Jamal A. Al-Khatib, Stacy M. Vollmers, Yusin Liu
Journal of Business & Industrial Marketing; Volume: 22   Issue: 2; 2007

Negotiating in China: some issues for Western women 
Author(s):Hong Seng Woo
Women in Management Review; Volume: 14   Issue: 4; 1999

Cultural characteristics prevalent in the Chinese negotiation process 
Author(s):Hong Seng Woo, Celine Prud'homme
European Business Review; Volume: 99   Issue: 5; 1999

Roger,

I have a short piece that may be helpful, but this piece is from a Newsletter -- I am not sure this is in the standard databases. 

Friedman, R.  "During the Gold Rush: Negotiating in <st1:place w:st="on"><st1:country-region w:st="on">China</st1:country-region></st1:place>."  Negotiation, 2007 (10, 2), pp 9-11.

From: Conflict Management Division Listserv [mailto:CMDNET@AOMLISTS.pace.edu] On Behalf Of Mayer,Roger C
Sent: Monday, September 17, 2007 3:13 PM
To: CMDNET@AOMLISTS.pace.edu
Subject: [CMDNET] Chinese negotiations

Hello netters,

I recently had a discussion with some business people who were frustrated with negotiations with some of their Chinese suppliers. We explored a little bit, I assumed that part of the issue was that their counterparts were attempting to save face over some issue. Their take is that their counterparts had gone far beyond "saving face," much to their chagrin. The whole episode raised a couple of questions for me:

1) Are there any short, practical guides to negotiating in <st1:place w:st="on"><st1:country-region w:st="on">China</st1:country-region></st1:place>? I used to have a copy of "Put your best foot forward...", but it did not focus specifically and solely on negotiating.

2) Would you recommend any readings/exercise combos that I might use in my graduate CM class?

Thanks in advance,

Roger

<st1:personname w:st="on">Roger C. Mayer</st1:personname>

Professor of Management

<st1:place w:st="on"><st1:placetype w:st="on">College</st1:placetype> of <st1:placename w:st="on">Business Administration</st1:placename></st1:place>

The <st1:place w:st="on"><st1:placetype w:st="on">University</st1:placetype> of <st1:placename w:st="on">Akron</st1:placename></st1:place>

<st1:place w:st="on"><st1:city w:st="on">Akron</st1:city>, <st1:state w:st="on">OH</st1:state>  <st1:postalcode w:st="on">44325-4801</st1:postalcode></st1:place>

(330) 972-8236

Rmayer@uakron.edu

*************************************** This message was sent to you because you are subscribed to CMDNET which is an electronic list sponsored by the Conflict Management Division of the <st1:place w:st="on"><st1:placetype w:st="on">Academy</st1:placetype> of <st1:placename w:st="on">Management</st1:placename></st1:place>.

Please do not post messages with attached files. Commercial messages or spammed messages are not allowed on the list. The use of auto-responder "out-of-office" messages may also lead to your removal from the list.

You can manage your list subscription on the following page: http://aomlists.pace.edu/scripts/wa.exe?SUBED1=cmdnet&A=1

If you have problems with your subscription or messages posted to the list, please contact the list manager, John Bunch at jbunch@benedictine.edu.