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Business etiquette: The heritage of Chinese culture in trade negotiations

Publication date: 29.06.2024

Gdansk Journal of East Asian Studies, 2024, Issue 25, pp. 120 - 134

https://doi.org/10.4467/23538724GS.24.008.19869

Authors

,
Sylwia Pangsy-Kania
University of Gdańsk
ul. Bażyńskiego 1a 80-952 Gdańsk, Poland
https://orcid.org/0000-0002-7850-9101 Orcid
All publications →
Magdalena Orłowska
https://orcid.org/0009-0003-2619-8035 Orcid
All publications →

Titles

Business etiquette: The heritage of Chinese culture in trade negotiations

Abstract

Chinese history and cultural traditions play a very important role in contemporary trade negotiations. The aim of this article is to present the cultural determinants of Chinese business etiquette and the most important elements of cultural heritage in Chinese business etiquette during trade negotiations. Assuming that negotiations consist of three main phases – exchanging information, bargaining, and closing - particular attention is paid in this paper to establishing cooperation (language, hierarchy), visits and delegations (greeting, proper negotiations, taboo topics), and other elements of business etiquette such as banquets and lunches, and gift-giving practices. The following thesis is formulated in this paper: in negotiations with Chinese people more important than immediate profit is the process of building a long-term relationship based on taking into account the business etiquette resulting from the heritage of Chinese culture.

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Information

Information: Gdansk Journal of East Asian Studies, 2024, Issue 25, pp. 120 - 134

Article type: Original article

Titles:

English: Business etiquette: The heritage of Chinese culture in trade negotiations
Polish: Etykieta biznesowa : dziedzictwo chińskiej kultury w negocjacjach handlowych

Authors

https://orcid.org/0000-0002-7850-9101

Sylwia Pangsy-Kania
University of Gdańsk
ul. Bażyńskiego 1a 80-952 Gdańsk, Poland
https://orcid.org/0000-0002-7850-9101 Orcid
All publications →

University of Gdańsk
ul. Bażyńskiego 1a 80-952 Gdańsk, Poland

Published at: 29.06.2024

Article status: Open

Licence: CC BY  licence icon

Percentage share of authors:

Sylwia Pangsy-Kania (Author) - 50%
Magdalena Orłowska (Author) - 50%

Article corrections:

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Publication languages:

English