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

Author: Yunxia Zhu,
Date: 2004
File: PDF
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.