To improve the understanding of cross-cultural communication, this report recommends that MVC negotiators focus on building long-term relationships and changing negotiation strategies.
Cross-culturalcommunication is an important part of MVC who attempts to cooperate withforeign companies. Cooperating with the Chinese company can bring several benefits to MVC including lowing production costs and expanding production capacities. However, because of cultural differences, MVC needs to be carefuland take seriously negotiations and further cooperation. From comments of. Jones and Mr. Wang, show that most conflicts and misunderstandings are raised by cultural differences in views of business and styles of communication. The Chinese company has a holistic view of the business andapproaches the negotiation indirectly. Mr. Jones’s team focuses on details incontracts and carries the negotiation in a direct approach.
To improve further cross-cultural communication, MVC negotiators should do the following:
Build goodwill and a long-term relationship with the Chinese company.
identify the true negotiator: the Chinese government and agencies.
Show willingness to establish friendship with Chinese officials and Mr. Wang’s teamduring meetings and banquets.
Send the CEO of MVC at the early stage of the negotiation.
Be respectful and take advantage of the Chinese negotiator
Listen to more what the other party said and leave us more time to think.
Express sympathy and respect when responding to Chinese counterparts.
Take advantage of our Chinese negotiator by explaining our behaviors and refusing
misunderstandings between two parties.
