Goal As Denmark is a low-context culture, associated with very specific relationships, one can infer that Danish negotiators will be deal focused. on the other hand is a lot more relationship focused. Chinese culture is a high-context one and relationships between individuals are diffuse. Moreover, as trust plays such a big role in business, successful transaction is considered impossible without establishing a serious relationship. All that indicates that the Chinese negotiator will look for a relationship. Attitude There is little about the attitude of Danes towards the negotiations in the literature. Due to their strong values, one can argue that they cherish personal achievement and individualistic thus are inclined to take a more distributive approach. Moreover, according to Rody (2002), "Danes are quite result-oriented and will explore every angle for the best solution". (Rody 2002, p. 84) However, whether they consider "best solution" one that gives them a bigger piece of the "pie" or one that leaves both sides better off is not clear. The way the Chinese negotiators approach the negotiation really depends on the level of trust between the parties. They can have one of three negotiation styles: negotiating as "gentlemen" (win-win), when the level of trust is high; as "strategists"(win-lose), when it is low, or as "bureaucrats" when there is more than one government institution involved or when the negotiations have political implications. (Ghauri, Fang 2001, p.312) The trust on the other hand strongly depends on whether one is part of the guanxiwang or simply an outsider. While Faure and Fang (2008) explain the role of Yin and Yang in shaping the Chinese values and behavior, they also argue that guaxi's importance for successfully conducting business is decreasing. Professionalism is taking over, especially in the more developed regions of China.(Faure, Fang 2008, p.197) Personal styles Danish business communication is known to be very informal as a result perhaps of its egalitarian organizations. (Varner, Beamer 2008, p.354) Gesteland (2005) also explain this lack of overt respect to high ranks by the low power distance. The "Law of Jante" also
Goal As Denmark is a low-context culture, associated with very specific relationships, one can infer that Danish negotiators will be deal focused. on the other hand is a lot more relationship focused. Chinese culture is a high-context one and relationships between individuals are diffuse. Moreover, as trust plays such a big role in business, successful transaction is considered impossible without establishing a serious relationship. All that indicates that the Chinese negotiator will look for a relationship. Attitude There is little about the attitude of Danes towards the negotiations in the literature. Due to their strong individualistic values, one can argue that they cherish personal achievement and thus are inclined to take a more distributive approach. Moreover, according to Rody (2002), "Danes are quite result-oriented and will explore every angle for the best solution". (Rody 2002, p. 84) However, whether they consider "best solution" one that gives them a bigger piece of the "pie" or one that leaves both sides better off is not clear. The way the Chinese negotiators approach the negotiation really depends on the level of trust between the parties. They can have one of three negotiation styles: negotiating as "gentlemen" (win-win), when the level of trust is high; as "strategists"(win-lose), when it is low, or as "bureaucrats" when there is more than one government institution involved or when the negotiations have political implications. (Ghauri, Fang 2001, p.312) The trust on the other hand strongly depends on whether one is part of the guanxiwang or simply an outsider. While Faure and Fang (2008) explain the role of Yin and Yang in shaping the Chinese values and behavior, they also argue that guaxi's importance for successfully conducting business is decreasing. Professionalism is taking over, especially in the more developed regions of China.(Faure, Fang 2008, p.197) Personal styles Danish business communication is known to be very informal as a result perhaps of its egalitarian organizations. (Varner, Beamer 2008, p.354) Gesteland (2005) also explain this lack of overt respect to high ranks by the low power distance. The "Law of Jante" also
Vasil_Rusinov_Bachelor_Thesis.docx