Chinese Negotiation Style

According to Hofstede the main cultural dimensions in organizations include that of power distance (how employees accept hierarchy), uncertainty avoidance (tolerance for uncertainty and ambiguity), individualism versus collectivism (concern to one’s self and to the group, long-term versus short-term orientation (future goals and immediate goals), and masculinity versus femininity (personal goals and friendly atmosphere as opposed to income. On the other hand, Trompenaars have illustrated that culture has different layers: the outer layer captures an individual’s interest at first when he is experiencing a new culture; the middle layer, consists of norms and values or the sense of what is right or wrong; and the core layer which focuses on the fight for survival.