Download or read book An Empirical Study of the Current Chinese Negotiation Practices written by Patrick Heimann and published by . This book was released on 2016 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: This study represents a qualitative research aimed at investigating the business negotiation styles, practices and behaviours that Chinese professionals display when conducting business with Swiss enterprises. Based on the observed social realities, this thesis intends to establish a comprehensive overview of the contemporary Sino-Swiss business negotiation practices. The research findings presented are based on interviews carried out with sixteen senior executives who feature extensive face-to-face business negotiations experiences with Chinese businesspeople. Primary data consisting of experiences, opinions, thoughts and real life moments were collected through semi- structured interviews using a self-designed questionnaire. The research shows how certain traditional aspect of the Chinese business negotiation style are still firmly anchored to the contemporary business practice: despite conditions for doing business in China are improving as the nation becomes more exposed to global business practices, the tendency to seek justice from an external and formal network seems to be firmly avoided. Also, the need for harmony in conducting business seems to be a cornerstone of the Chinese negotiation practice that resists over time. Increasing exposure to Western negotiation practices has however slightly changed few aspects in the Chinese negotiator's typical behavioural scheme, appearing to have become more pragmatic, less indirect in communicating and interacting with Western partners. While a certain business methodology that allocated great value on social events, dinners, hospitality, ceremonies is still respected; strict behavioural etiquette, formality and structured negotiation teams seem to be part of the past. Similar to what happened decades ago, great importance is still given to face-to-face business meetings. The practice of showing wealth and status within the society has only been partially observed during this researc.