Negotiation and Cross-Cultural Communication: Video Discussion

The video "Building the Relationship: Quanxi" demonstrates the importance of sensitivity in conducting business with the Chinese. As Lewicki (232) notes, "People from different cultures appear to negotiate differently" and "may also interpret the fundamental processes of negotiations differently." This video illustrates the differences between American and Chinese cultural norms with respect to business meetings and negotiations. As the video demonstrates, many cultural differences between Americans and Chinese could be pitfalls for American negotiators that are unaware of Chinese business traditions. Even the exchange of business cards is executed differently and when Americans do not handle this ritual with the appropriate respect and attention to detail, it can cost them substantially in terms of their ongoing relationship with the Chinese. The style of negotiations is not just a difference between Western modernity and Chinese tradition; it is viewed by the Chinese as an extension of how the Americans view the Chinese. Although "Westerners often prefer an assertive, bold style" that suggests "rugged individualism," the Chinese "prefer a subtler, self-deprecatory, even evasive style," and Americans ignore the difference to their peril ("Building the Relationship: 'Guanxi'" 10).

The concept of Guanxi is a reciprocal one that incorporates the notion of social capital-building up an "account" with others through giving gifts and doing favors that the

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