Free «Inter-Cultural Negotiation: Hungary and China» Essay

Inter-Cultural Negotiation: Hungary and China

Negotiation is process that involves two or more parties in finding a solution over a certain issues. When entering into a negotiation in Hungarians or Chinese, the two countries have distinct characteristics regarding to negotiation. Some of the characteristics are been discussed below:


In Hungarians, you can’t sail in the same boat with them when comes to negotiation, because they like negotiating in order to discuss and get new ideas. Hungarians don’t shilly-shally to argue, interrupt and criticize if they think it is necessary to do so. Even if an argument is highly heated, it is considered as highly constructive, since it brings about discussion and ideas. According to historic, a negotiation with Hungarians may take an episode before it comes to dissolution. (Katz Lothar, 2003)

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Subtle features, less direct and high context of Hungarian communication outlines accord with the technique information is granted or distributed. Over and over again, it is regarded as a power tool and as a result, it’s sought out by populace. In this respect, take an example into accounts the merits of personal affiliation networks which might permits people to study and attain a great deal more than what is theoretically probable.

To be so straightforwardly apprehensive about profits and money is considered rude in Hungary. Also, increasing profits and market share is very significant in Hungary, and they highly regard intellectual wit (even with more cleverness).

Moreover, you will frequently incident polite evasions and verbal indirectness. Hungarians normally prefer to avoid rude words, like “no.”

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High-context people in Hungary tend to use vague and indirect language, whereby more meaning is can be found in the context contiguous the words.

Majority of Hungarians negotiators usually study towards indirectness, this makes it hard and sometimes difficult to counterparts from the low-context cultures of North America and northern Europe.

In Hungary, bargaining is not an archetypal behavior, however only wise negotiators keep little bargaining chips turn around up to the conclusion. Your opening bid have to be realistic but at one fell swoop have to comprise a room for maneuver.

When dealing with the government, the negotiation process normally takes longer than when dealing with a private sector.

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Also, Hungarians normally embark on business negotiation with sequences of general thoughtfulness and statements ahead of getting down to the details.

The profusion of background information in significant to Hungarians, since we like to map manias out and hence necessitate to be well attentive of the context in which we unearth ourselves.


In Chinese, according to Paul Mladjenovic (2005), business negotiation might be very an exasperating exercise for western business managerial. The Chinese business culture and premeditated technique of negotiation is immeasurably dissimilar from the more direct western approach. Moreover, it is effortless to lose perception and persistence and eventually fail in accomplishing the desired agreement.

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American and European business women and men are familiarized to a straight-forward technique of negotiation. Both parties commonly see eye to eye on the objectives and endeavor to take a direct path to get to those targets in the shortest time achievable.

Also, as in Hungary, Business negotiations in China necessitate a much further patient approach. This is because, the Chinese culture formulates the people suspicious of strangers, both foreign and Chinese, but particularly foreign business women and men. The preliminary meetings in whichever negotiating gathering in China may possibly look as if is going nowhere; however this moment in time is obligatory for instituting relationships and, at the end of the day, the trust of the Chinese contestants. In addition, personal correlations are the key to business triumph in China.

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The sociocultural “archetype” that is, the contemporary socio-culture system of a nation is composed of both local and adopted cultures (Morgan, 2004). From this perspective China’s sociocutural system may not be seen as involving both the local forces, such as Confucianism and Chinese stratagems, and the adopted forces, such as Matrix ideology and Western cultural influencing as seen in the Chinese condition.

The existing schools of Chinese business negotiating style, that is, the Chinese bureaucracy school and the Confucian school: the PRC conditions deals with Chinese bureaucracy as the central theme; Confucian embraces the thinking of the Confucian school by associating the core values of Confucian with the Chinese negotiation style (William, 2003). The Chinese stratagems deal with the cultural explanation of Chinese negotiating tactics that existing studies have discovered but failed to provide convincing answers for.

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The rationale that Confucianism and Chinese stratagems, two strikingly contrasting components in Chinese culture, can be putted together to explain Chinese negotiating behavior is that the Chinese view Confucianism and Taoism not as religious but as philosophical teachings. The Chinese follow each of them to handle situations practically. (Morgan, 2004)

The whole framework can also be understood as using a marketing or environmental approach to Chinese business negotiating style, with the environmental factors (political, economic, legal, technological, cultural etc.) being placed in the center.         

The concluding decision maker in a Chinese camaraderie is the man at the pinnacle. He will find involved in matters that are at a lower level than the majority western CEO's could ever mull over. Except when dealing with a miniature company in China, with a manager or an owner, the decision maker typically will not chip in in any negotiating assemblies. The absolute positions of the Chinese part on any suggestion will be attained at private congregations and then goes back to the negotiating table afterward. For this reason, the words "we’ll consider it" will be heard recurrently and indicates "we have to talk to the boss." (William, 2003)

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In addition, there are various cardinal policies in negotiating in China:

  • Do not do or say anything to embarrass the Chinese partakers and cause them to lose “face.”
  • Do not point your figure or any sharp object like pencil or pen at any person.
  • Do not lose your temper and hoist your voice.
  • The go in front Chinese negotiator achieves “face” from his/her boss if he/she become a triumphant in the negotiation. Form your negotiation position to assist him/her do so.    


Characteristics of business negotiation in Hungary and China are quite different, but even though, there are some which are similar, such as taking long time before dissolution. On other hand, China has several bylaws that ensure safe negotiation. These bylaws have to be followed by both parties. In my own opinion, both characteristics of business negotiation of the two countries are much productive, it is very important to take your time before making any decision, and this is what the two countries are considering. (Morris, 2009)

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