International-Business-Dr-R-Chandran-E-book

Doing business and negotiating with Canadians
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International Business- Dr. R. Chandran
1. Basic concept of negotiations: They focus on points of disagreement as
they work through a problem by a linear process. This process involves
identifying the problem/opportunities, the objectives, the alternatives, the
decision and finally the plan of action.
2. Selection of negotiators: Canadian negotiators are usually chosen based
on their past record of success and their knowledge and expertise.
3. Role of individual aims: Canadians are expected to put the objectives of
the firm/country ahead of their personal aims.
4. Complexity of language: English speaking Canadians are low context
communicators, whereas French speaking Canadians are high context
communicators.
5. Value of time: Promptness in both beginning and ending a meeting is
appreciated. They are rigidly bound by their schedules and deadlines.
People’s Republic of China
The Chinese have always held themselves in high esteem. They see
themselves and their country and culture as the center of civilisation.
Negotiating in China
China is a group-oriented society and any negotiations must cover the
interests of many different parties. The Chinese will examine their
counterpart’s attitude and speech and apply it to solving the problem. The
following points should be taken into account when doing business with
China:
1. The Chinese are interested in long range benefits.
2. They stand by their word, and emphasis is placed on trust and mutual
connection.
3. They prefer to negotiate through intermediates.
4. They will not compromise on their goals.
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