Chinese negotiation frames
Read box 6.1 in chapter 6 regarding Chinese negotiation frames and the rest of the chapter regarding the concept of framing.
Many people tend to believe that there is no such thing as a real American culture but that is incorrect. Go through the five Chinese frames (social linkage, harmony, roles, obligations, and face) and list what you think might be their American equivalent or counterpart.
Why are these “American” frames important in the context of an American negotiation scenario?
Explain why are these “American” frames important in the context of an American negotiation scenario?
