International Management What Should Chines Firm K

International ManagementWhat should Chines firm know about American bargain behavioursChinese firm should know that America is a low context culture. In a low context culture personal behaviour and non-verbal communications are not important in negotiations. They should take special care in choosing words as words have very specific meanings and are virtually the only means of communication. What is inferred or implied in words is much less important than the words themselves (Zhao, 2000).In American bargaining behaviours the written contract or legal agreement is the most important document. This is the only thing that counts (Palich, Carini, & Livingstone, 2002). Contracts are designed to cover every possible area and contingencies and thus leave very little room for negotiation. The content of a written contract can only be altered in writing.American bargaining tends to favour the short term when the negotiators themselves are compensated according to short term achievements. American companies are more focused on short term profit than on long term profits (Ford, LaTour, Vitell, & French, 1997). American individualistic culture means that managers want to get the deal done and pursue their personal interest such as commissions and compensation. Therefore rapid closure of negotiations is favoured in order