Communication Challenges during Chinese Business Negotiations Torres (2011) argues that while it is difficult to be specific about rules for communicating and negotiating with the Chinese, and Chinese business negotiations are challenging, the following could provide some guidance for understanding when, and how behavioral adaptation is required in order to achieve favorable outcomes: (1) learn, practice and apply emotional intelligence; and (2) learn, understand and apply cultural intelligence. To this end, ineffective communication during the Chinese negotiation process can lead to misunderstandings, distrust, and unfavorable outcomes due to differences in cultures (Zhao, at cited in Torres, 2011). Additionally, when the Chinese vaguely express themselves during discussions, they expect the receiver of the message to read between the lines in decoding the hidden messages. Further, the Chinese speaker prefers to guide conversation, as opposed to direct it (Gao & Ting-Toomey as cited in Torres, 2011). Moreover, the real value of the Chinese expression han xu relates to the importance of Chinese nonverbal communication during the business negotiation process. For example, a Chinese smile may suggest being uncomfortable, embarrassed, frustrated, or nervous. Furthermore, Chinese

communication focuses more on the nonverbal than on the verbal aspects of communication; different from that found in the U.S. Review the resources listed in the Books and Resources area below to prepare for this week’s assignments. Books and Resources for this Week: Books Reference Instruction Payne, R. J. (2013) Global Issues. Read chapter 14 Luthans, F., & Doh, J. (2012) International Management: Culture, Strategy, and Behavior. Read Chapter 7 Based on your assigned readings, write a scholarly paper in which you critically evaluate and discuss the following: •Discuss how communication during Chinese business negotiations is different from domestic negotiation. That is, compare the differences between Western and Chinese verbal and non-verbal communications during Chinese negotiations. •How do international negotiators manage conflict during Chinese negotiations? What are the differences in Western versus Chinese conflict during negotiations? •Give real life examples to support your perspectives. Support your paper with at least five (5) resources. In addition to these specified resources, other appropriate scholarly resources, including older articles, may be included. Your paper should demonstrate thoughtful consideration of the ideas and concepts that are presented in the course and provide new thoughts and insights relating directly to this topic. Your response should reflect scholarly writing and current APA standards. Be sure to adhere to Northcentral University’s Academic Integrity Policy. Length: 5-7 pages (not including title and reference pages).