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Doing Business Successfully in China by Mona Chung

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2

Communicating with Chinese by understanding them better

Abstract:

This chapter starts with basics in communication then moves on to the cross-cultural communication, in specific communication with China. It introduces the concept of high-low context culture and language and communication styles. With real case examples it demonstrates how relationships are built in doing business with Chinese.A main point of this chapter is on the Glass Wall Effect, explains what it is and why it is more dangerous than no knowledge at all. It goes on to explain the pros and cons of using an interpreter and how miscommunication may occur. Suggestions are given to Western companies to ensure that they have their own interpreters when negotiating with Chinese. ...

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