Yellow banner with pen and letters

author: Yunxia Zhu

Communication barriers to negotiation: Encountering Chinese in cross-cultural business meetings

2004

When two negotiating parties from different cultural backgrounds attempt to communicate, the potential for disagreement and misunderstanding is great. People from other cultural backgrounds, especially from the West, often find the behaviour of Chinese negotiators strange and unintelligible. This paper examines communication barriers between Chinese, Australian and American negotiators.

You may also be interested in

Applying the pedagogy of positiveness to diplomatic communication

Part of Language and Diplomacy (2001): Dr Francisco Gomes de Matos applies what he calls the "Pedagogy of Positiveness" to diplomatic communication. He proposes a checklist of tips for diplomats to make their communication more positive, emphasising respect and understanding of the other side, and keeping in mind the ultimate goal of avoiding conflict.

To joke or not to joke: A diplomatic dilemma in the age of internet

Part of Language and Diplomacy (2001): The first paper, presented by Prof. Peter Serracino-Inglott as the keynote address at the 2001 conference, examines the serious issue of diplomatic communication in a playful manner, through one of the most paradigmatic and creative examples of language use: joking.

Knowledge management and international development – the role of diplomacy

In this chapter, Walter Fust talks about the role of knowledge management, and knowledge for development, in diplomacy. He describes various methods to assess what knowledge should be stocked, and explains the need for managers who are assigned the task of deciding what should be stocked. These decisions need to be guided by principles, or guidelines - referred to as value management.

Language and Diplomacy: Preface

Part of Language and Diplomacy (2001): In the preface below, Jovan Kurbalija and Hannah Slavik introduce the chapters in the book, and extract the general themes covered by the various authors.

Communication barriers to negotiation: Encountering Chinese in cross-cultural business meetings

When two negotiating parties from different cultural backgrounds attempt to communicate, the potential for disagreement and misunderstanding is great. People from other cultural backgrounds, especially from the West, often find the behaviour of Chinese negotiators strange and unintelligible. This paper examines communication barriers between Chinese, Australian and American negotiators.

Summitry as intercultural communication

In one of his last essays before his premature death in 1972, Martin Wight described international conferences as ‘the set pieces punctuating the history of the European states-system, moments of maximum communication’.