Impact of the Differences between Chinese and Western Culture on Business Negotiation
2.2 Fundamental principles of negotiation
2.2.1 Separating the people from the problem
2.2.2 Focusing on interests but not positions
2.2.3 Inventing options for mutual gain
2.2.4 Insisting on objective criteria
3.1.2 Individualism and collectivism
3.1.3 “Showing Yourself” and “Being Modest”
3.2 General impact of culture on business negotiation
3.2.5 Willingness to take risk
4.1 Cultivating cultural awareness and sensitivity
4.2 Making sufficient preparations
4.3 Having a good command of the target language
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