Comparison of Business Negotiations within the Ethnic Chinese Community– An Example of Malaysian Ethnic Chinese

Methods of communications vary among different cultures. In some countries, people tend to use direct and simple methods of communications, while in other countries, indirect or complex methods of communications may be preferred instead. Cultural backgrounds not only affect how negotiators act the way they do, but also determine their values. Each negotiator may subconsciously bring his or her long held values to the negotiating table. A competent negotiator should be able to utilize his or her strengths, understand the foreign cultural practices and Ethnic characteristics, understand the negotiating style of the other party and respect others’ negotiating methods (Niereoberg, 1995).