Question

Describe the preferred negotiating techniques that would be implemented by a manager from China. What conflict management techniques would he use? What role would a third-party negotiator be likely to have if no agreement could be reached?

Answer 1

ANS- The Chinese view negotiation as building trust among both the parties and work together which will benefit both the parties involved in the negotiation.

The preferred negotiation techniques that would be implemented by a manager from china are given below-

• Taking time to prepare- Taking time to prepare is one of the negotiation techniques which will be followed by the manager because when one knows the other person's situation, capabilities they are more likely to focus on the discussion. Thorough preparation will help the manager to successfully handle the negotiation.
• Negotiation's are never over- From the Chinese perspective, negotiations are done to build trust and it helps them to work together for the benefit of both the parties. And as the relationship continues so does the negotiation is never over and it continues.

The conflict management techniques which he would use are given below-

• Compromising-The compromising techniques is used when both the parties will give up something and agree on a middle path where both the parties have found a resolution to the problem.
• Avoiding- In this type of technique one of the parties completely avoids the conflict and agrees with the other person's opinion or maintains silence during the conflict.

A third party negotiator will play the role of mediator if no agreement could be reached. A mediator hears and understand the problem of both the parties carefully and then gives the solution which will benefit the both so that either of the party does not lose anything.