Negotiating successfully in China from a Portuguese perspective

• Autor(a) principal: Xu, Joana
• Data de Publicação: 2021
• Tipo de documento: Dissertação
• Idioma: eng
• Título da fonte: Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)
• Texto Completo: http://hdl.handle.net/10071/25532
• topic: Cross-cultural negotiations; Portugal; China; Negociações interculturais

Chinese markets become more appealing to many Western countries to enter across numerous sectors because of the economic expansion and rising consumer purchasing power. Foreign enterprises, on the other hand, face substantial hurdles in conducting business due to cultural boundaries. The data demonstrate that China and Portugal have some differences in culture and marketing strategies. As a result, some cross-cultural negotiation expertise is required before negotiations. Maintaining a long-lasting relationship will facilitate business with China in the future. The dissertation is divided into two parts. The first section is devoted to theoretical research on relevant topics including culture, cross-cultural management and culture. Some significant Chinese values, such as Confucianism, guanxi, mianzi, and zhongjian ren will be highlighted. A comparison using Hofstede’ s model between two countries will be approached before the methodology. The second part is about the method and discussion of the current research´s results. The narrative interview was chosen as the method for this dissertation. The sample group is composed of 25 participants. Finally, the results revealed that cross-cultural variations can be divided into five categories: interpersonal relationships, communication styles, time orientation, attitude to work, and marketing strategies. Following the methodology's findings, some recommendations and instructions for Portuguese negotiators will be presented to maximize their effectiveness and profitability when dealing with Chinese counterparts.