"Chinese Negotiation Frames", identifies five concepts that someone attempting to negotiate in China should recognize.
Social linkage.
The Chinese believe that people should be viewed in the context of their larger social groups rather than as isolated individuals.
Harmony.
Because people are inherently imbedded in their social network, peaceful coexistence is highly valued.
Roles.
To maintain social harmony, people must understand and abide by the requirements of their role in the relationship network. Roles specify duties, power, and privileges while specifying where in the relational hierarchy an individual falls.
Reciprocal obligations. Each role specifies the obligations that people expect to fulfill and receive within the social network. These obligations persist over time, solidifying the relational network across generations.
Face.
The value the Chinese place on saving "face" is central to their perception of social interaction. Face is lost if an individual acts in a manner that is inconsistent with his or her role or fails to fulfill reciprocal obligations.
Face is so valued that the threat of losing it is the primary force that ensures fulfillment of obligations and, consequently, continuance of the relational hierarchy.
In which areas do you see similarities to our approach to framing? Where do you see differences?
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