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Cultural Differences in Negotiations: An Overview on the US, China and Germany

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The Essentials of Contract Negotiation

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Abstract

This chapter deals with cultural differences regarding negotiations. In this context, the chapter (comparatively) focuses on the negotiation practice in the US, Germany and China.

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Notes

  1. 1.

    See Jung and Krebs (2016), p. 40.

  2. 2.

    Cf. Hernandez Requejo and Graham (2008), p. 76 et seq.

  3. 3.

    Cf. Hernandez Requejo and Graham (2008), p. 76 et seq.

  4. 4.

    Cf. Mehring (2017), p. 39.

  5. 5.

    Cf. www.hofstede-insights.com.

  6. 6.

    Cf. Mehring (2017), p. 221 et seqq.

  7. 7.

    Cf. Mehring (2017) with further references (translated and commented edition of the book (with the same title) by Liu Birong, one of China’s leading negotiation experts).

  8. 8.

    Cf. Mehring (2017), p. 287 footnote 416.

  9. 9.

    Cf. Mehring (2017).

  10. 10.

    Cf. Mehring (2017), p. 285.

  11. 11.

    Zhang et al. (2018), p. 115 et seq.

  12. 12.

    Cf. Hernandez Requejo and Graham (2008), p. 238 et seq.

  13. 13.

    Solomon and Quinney (2010), p. 38 et seqq.

  14. 14.

    Cf. Lewis (2006), p. 181.

  15. 15.

    Cf. Solomon and Quinney (2010), p. 41, here with the term of burden of proof.

  16. 16.

    Cf. Solomon and Quinney (2010), p. 55.

Bibliography

  • Hernandez Requejo, William/Graham, John L.: Global Negotiation. The New Rules, New York, 2008.

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  • Lewis, Richard D.: When Cultures Collide – Leading Across Cultures, 3. Ed., Boston, London 2006.

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  • Mehring, Florian W.: Die Hohe Schule der Kriegskunst bei Geschäftsverhandlungen. Kommentierte Ãœbersetzung eines an Chinesen gerichteten Ratgebers des Verhandlungsforschers Liu Biron, Hamburg 2017.

    Google Scholar 

  • Solomon, Richard H./Quinney, Nigel (Eds.): American Negotiating Behavior: Wheeler-Dealers, Legal Eagles, Bullies, and Preachers, Washington, D.C., 2010.

    Google Scholar 

  • Zhang, Quiang/Zhong, Zheng/Yang, Mingna/Fu, Jianbo: Shangwu Tanpan (Business Negotiations), 3. Ed., Beijing 2018.

    Google Scholar 

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Authors and Affiliations

  1. Faculty III, University of Siegen, Siegen, Germany

    Stefanie Jung & Peter Krebs

Authors
  1. Stefanie Jung
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  2. Peter Krebs
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Jung, S., Krebs, P. (2019). Cultural Differences in Negotiations: An Overview on the US, China and Germany. In: The Essentials of Contract Negotiation. Springer, Cham. https://doi.org/10.1007/978-3-030-12866-1_4

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  • DOI: https://doi.org/10.1007/978-3-030-12866-1_4

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  • Publisher Name: Springer, Cham

  • Print ISBN: 978-3-030-12865-4

  • Online ISBN: 978-3-030-12866-1

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