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Homework answers / question archive / The comparison chart (Ping, 2000 p 523) in Table 10-20 is for a US person who wants to sel a Chinese person a piece of expensive equipment

The comparison chart (Ping, 2000 p 523) in Table 10-20 is for a US person who wants to sel a Chinese person a piece of expensive equipment

Economics

The comparison chart (Ping, 2000 p 523) in Table 10-20 is for a US person who wants to sel a Chinese person a piece of expensive equipment. As you can see the two gentlemen are not interpreting, perceiving, or expecting the same thing. Using this list discuss what will probably happen to these negotiations and why if the two sides do not adapt. Now look at the individual factors that must change for there to be a win-win situation for the negotiations
Table 10-2 Expectations and Behaviors of U.S. Americans and Chinese Person Expectations Expected Conversations Behaviors Untuitilled Expectations US Completejoobtain contract close deal Equipment, specification price contract terms Professional technically cented Disappointed and confused Amerkan Chinese contract contem Establish long-term relationship, obtain relationship buit begin working on Background introduction to company training and services Hospitable less technically oriented Hurt and not respected

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