1. Imagine that you are the manager in charge of a company negotiating a joint venture with the Chinese government. Discuss how your understanding of the decision-making process can help you through the negotiation process and the concessions that you might be willing to make during negotiations. What are some of your main cultural concerns in the negotiations, and what are some of the Chinese concerns about negotiating with you?
2. When you started your small business, you managed all business processes on your own. Now, your business is expanding and you have hired employees to help. Would you consider implementing an enterprise resource planning (ERP) system, or would you continue to use applications, such as Microsoft Office (e.g., Word, Excel, Access), to manage your business processes? Be sure to explain the reasons behind your choice.
One very important Chinese cultural behavior I learned through research is of saving the face during negotiations. Chinese representatives hardly speak outright if they aren’t interested in the contract. It can lead to the delay unlike Western companies which like to clarify their stands on the clauses. Therefore, I would make
