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Negotiation & Mediation In China Kimura, Wei, Liang

Negotiation & Mediation In China Kimura, Wei, Liang. Scenario Setting. The Chen’s Family – Run family business in L. A. Carol – the wife of eldest son, 45, housewife, Taiwan Liwei – the wife of youngest son, 38, accounting manager in Chen’s company, Hong Kong

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Negotiation & Mediation In China Kimura, Wei, Liang

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  1. Negotiation & Mediation In China Kimura, Wei, Liang

  2. Scenario Setting The Chen’s Family – Run family business in L. A. Carol – the wife of eldest son, 45, housewife, Taiwan Liwei – the wife of youngest son, 38, accounting manager in Chen’s company, Hong Kong Sue – grandma, hands-off from family business 2 years ago, China Carol borrowed US$ 500,000 for personal use and promised Liwei will pay back by the end of this month…

  3. Chinese Strategies in the Negotiations • Negotiation – “battle field” of cultures and business • Sun Tzu’s The Art of War and ancient Chinese strategy • Often used strategies in negotiations • Some strategy tips: • Keep the other party off Guard • Web of Obligation and Relationship • Hierarchy & Face • Time Stress • Preemptive

  4. Chinese Mediation • Role beyond a facilitator • Primary goal is to restore a harmonious relationship • Role as an educator • The dispute is beyond the individual interest and into the realm of the community • Group orientation further interpretation - one's rights may actually be wrong if it results in negative consequences on the other party's family and friendship ties.

  5. Common Techniques • Try to convince the parties to forgive each other. • Use social exchange in restoring relationships.

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