The Challenge of Building Professional Relations across Cultures: Chinese Officials in America

  • Jiayi Wang
  • Helen Spencer-Oatey


This meticulously detailed description and its analysis require almost no introduction; effectively, they speak for themselves. This case study is relevant to all business and government cross-cultural meetings. It has always been advisable to understand the cultural factors in international negotiations but Richard Lewis1 is only one of many writers who have been arguing for decades that negotiation is becoming a science, dominated by the USA. Lewis writes that anyone who has mediated, for instance, at a Japanese-US joint venture knows that the moment intercultural factors enter the arena, the landscape can change completely.


Emotional Display Security Check Intercultural Communication Formal Meeting Cultural Script 
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© Jiayi Wang and Helen Spencer-Oatey 2015

Authors and Affiliations

  • Jiayi Wang
  • Helen Spencer-Oatey

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