Intercultural Differences in Negotiation

Just some thought-provoking impulses - try to give an answer to these questions: Do Chinese people make a difference between dealing with their own people and dealing with Austrian people (or European people)? Do Austrian people make any differences? Which strategy do they pursue? Where are the distinctions between Austrian and Chinese people? Based on these thoughts this book has been prepared to investigate the cultural, communicational and strategic differences between Chinese and Austrian people. Step-by-step, the reader will be provided with a good overview of relevant scientific basic concepts and of general behaviour patterns of Austrian and Chinese people and will be supported in the ability to draw some parallels or to give some explanations to the findings of the research that has been conducted with the help of the Role-playing Game. The second part of the book deals with the description of the investigation, the evaluation and the interpretation of the results. Finally the conclusion will give a summarization of all chapters and will address possible areas for future discussions. Companies and anyone interested in intercultural issues will benefit from this book.