Negocjacje w Państwie Środka

• Autorzy: Michał Chmielecki

Warianty tytułu

Negotiations in the Middle Kingdom

• Języki publikacji: PL

Abstrakty

Chińczycy kładą przede wszystkim nacisk na harmonię i bezwzględnie starają się unikać zachowań, które mogłyby prowadzić do otwartej konfrontacji. Dla Chińczyków porządek społeczny jest podstawowym warunkiem służącym rozwiązywaniu jakichkolwiek konfliktów. Spuścizna konfucjańska, która zawsze miała na uwadze drugą osobę i troskę o poprawne stosunki międzyludzkie doprowadziła do wytworzenia wzorów komunikacyjnych, które pomagają zachować twarz. Niebezpośrednia komunikacja w wielu miejscach pomaga uniknąć zażenowania lub niezgody pomiędzy partnerami [Yum 2000, s. 64]. Należy pamiętać, iż ogromna część wartości i wierzeń Chińczyków jest głęboko osadzonych w tradycji i historii [Matocha 1998, s. 164]. Ponadto wielu badaczy uważa, iż konfucjanizm przyczynił się do wyniku ekonomicznego Chin [Jacobs i in., 1995; Kirkbride, Tang 1992; Richter 2002; The Chinese Culture Connection 1987; Xing 1995]. W ostatnich latach liczba negocjacji, w które angażują się Chińczycy, znacząco wzrosła. Niestety, wiele z nich kończy się w sposób, jakiego strony nie życzyłyby sobie. Koncept negocjacji w świadomości Chińczyka jest zupełnie inny od tego u człowieka zachodu [Faure 1998, ss. 137-148]. (fragment tekstu)

EN

The rise of China is creating numerous opportunities for cross-cultural negotiations between Chinese companies and various companies from around a world. As the frequency of these negotiations grows, however, some are asking a question if China has a particular negotiating style? Unique Chinese cultural elements such as heavy reliance on interpersonal relationships, complicated local etiquette and decision-making processes add to the complexities of Sino-foreign business negotiations. This paper attempts to address the issues of guanxi, zhongjian ren, renji hexie, mianzi, shehui dengji, zhengti guannian, jiejian, chiku nailao and their influence on the negotiation behavior. (original abstract)

Słowa kluczowe

PL

Negocjacje międzynarodowe; Negocjacje w biznesie; Komunikowanie międzykulturowe; Różnice kulturowe

EN

International negotiations; Negotiations in business; Intercultural communication; Cultural differences

• Czasopismo: Przedsiębiorczość i Zarządzanie
• Rocznik: 2011
• Tom: 12
• Numer: z. 4 Studia z zarządzania międzykulturowego
• Strony: 120--131

Twórcy

autor

Michał Chmielecki

• Społeczna Wyższa Szkoła Przedsiębiorczości i Zarządzania

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