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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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If the two sides do not adapt :

The deal will most likely collapse( evident from the American's dissapointment)
Breakdown in negotitations(Due to technical orientation gaps)
Future prospects of negotitations will be hampered(Since the Chinese feels disrespected)
Individual factors that must change for a win-win situation :
Keeping expectations aside, the relevant changes can be made to the categories of Expected conversations & Behaviors

The U.S. American must talk about the company specifics rather than the product at the beginning
The U.S. American has to accomodate the factor that the Chinese guy is technically less oriented and hence, the specifications has to be bundled with some prior training for the Chinese guy to get used to the equipment
Along with a proffesional conduct, the American has to bring down specifics into the qualitatives(Why is the product useful, how to use it effectively) rather than talk straightaway about prices and contracts
The Chinese guy has to accomodate contract terms and prices too, since these numbers do matter
These changes are more than enough for expectations to be fulfilled.

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