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Suppose you have been selected to represent your organization in the negotiation of a business transaction in China. Before leaving for China, you prepare yourself by learning the most widely used and accepted negotiation styles and strategies in China. You read newspaper articles and research studies on negotiation strategies. In addition, you analyze the cultural issues in China that might alter your negotiation style and affect your success or failure during the negotiation process. Answer the following questions regarding the negotiation process the Chinese use, assuming that you are in China to negotiate a business transaction:
(Note: You will have to do some in-depth research using the Walden Library databases to answer these questions.)
Name and discuss four cultural areas that will cause differences in the negotiation strategies that you and your Chinese partners use. How will you try to overcome these differences so that they do not affect the success or failure of your business negotiation?
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