The preparation of German entrepreneurs for the different cultural peculiarities of negotiations with Chinese business partners

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Cultural peculiarities play a crucial role in negotiations between German and Chinese business partners, often leading to misunderstandings. This dissertation explores the distinct values and communication styles that shape business behavior in both cultures. It examines negotiation tactics, the significance of guanxi and mianxi, and the impact of materialism on traditional Chinese values. By analyzing these factors, the researcher aims to provide insights into effective negotiation strategies and the prerequisites for commitment in the Chinese business context.