NEGOTIATIONS IN “CHINESE STYLE”

Abstract

The article reveals the negotiation tactics of Chinese negotiators and the historical and cultural context of their behavior. The author draws attention to a well-thought-out methodology for collecting information about the views, motives, negotiating position and individual characteristics of foreign colleagues. Representatives of the PRC pay great attention to personal relationships, they try to find out the true intentions of foreigners, and skillfully use moral and psychological tools to influence their interlocutor. When the Chinese want to cooperate with their foreign counterparts, they strive to create the most favorable atmosphere of communication, try to win over them and establish close mutual friendly ties. Representatives of the PRC are very demanding to their “friends” and count on their help and support in many matters. National culture influences the behavior of Chinese negotiators. In particular, it focuses on restraint, control of emotions, “body language,” adherence to the rules of politeness, maintaining calm, restraint and patience. A person must behave in a civilized and dignified manner. The Chinese negotiator should not succumb to provocations, he/she should act thoughtfully, take into account the situation and calculate the benefits and harms of his/her actions. The experience of communicating with the PRC colleagues shows that they can behave harshly, criticize their partners for “wrong” behavior, and exert an “educational” influence on them. Sometimes, foreigners sometimes notice high self-esteem among their Chinese partners, a sense of their intellectual and moral superiority. They perceive this behavior as a tool of pressure on the interlocutor. Foreign observers believe that Chinese negotiators are persistent, resilient, tenacious people who strive to use every opportunity to realize their interests. They use moral means to influence their partner to control the negotiation process and dominate the relationship. Chinese negotiators do not absolutize the significance of the signed agreements and will seek their revision if they see that they can receive additional benefits.