The Influence of Chinese-Hungarian Cultural Differences on International Business Negotiation Strategy
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| Dokumentumtípus: | Diplomadolgozat |
| Kulcsszavak: | Business negotiation China Cultural differences Hungary Negotiation strategy |
| Online Access: | http://dolgozattar.uni-bge.hu/38966 |
| Kivonat: | With the implementation of China's Belt and Road Plan, trade between China and Hungary has deepened, and the conflicts arising from the cultural differences between China and Hungary have become more and more obvious become one major reason of conflicts. The cultural differences between China and Hungary make the two sides have different values and modes of thinking, which are reflected in the different styles of cross-cultural business negotiations. This dissertation would like to provide a theoretical reference for negotiators who are engaged in international business negotiations, to draw their attention to the existence of cultural differences, to face the impact of cultural factors on international business negotiations, and to adopt strategies for negotiation and communication in the face of negotiators with different cultural backgrounds. The cultural variables theory of Weiss et al. (1993) and the five dimension theory of national culture by Geert Hofstede (2011) provides a suitable theoretical framework for the study. In this dissertation, under the research framework built with the help of Weiss’ cultural variables theory and the five categories of problems in national cultures, a questionnaire survey was used to collect data regarding the representational cultural features and the different cultural preferences of Chinese and Hungarian business negotiators in different cultural scenarios based on the selected cultural variables, and similarities and differences were extracted from the results of the data analysis. According to the questionnaire's statistical results, both China and Hungary believe that negotiation should be a win-win scenario. When disagreements arise during conversations, both sides are willing to work cooperatively to resolve them in the sake of common interests. Specifically, the Chinese side seeks to establish a long-term cooperative relationship in both the social and commercial spheres, with a partner that is more responsive to risk-taking and has a more flexible view of contract structure. Additionally, it operates on a top-down decision-making model and is more amenable to compromise during conflict resolution conversations. On the other hand, although the Hungarian side likewise want to create a long-term relationship, they are more sensitive and objectionable to risk-taking and have a limited standard on contract forms. Additionally, they approach decision-making equally and are less amenable to compromise during conflict resolution conversations. |
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