The Chinese Value Relationships;the Canadians Value Results

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The Answer is The statement reflects cultural differences in business practices between Chinese and Canadian counterparts. In Chinese business culture, there is a strong emphasis on building and maintaining relationships (guanxi). The Chinese prioritize getting to know their business partners and often prefer to work with individuals they have met and trust. This is why the Chinese were inquiring about representatives of Canwall they had previously encountered; they were seeking to establish a connection based on past interactions.

On the other hand, Canadian business culture tends to be more results-oriented. Canadians may focus more on the objectives, outcomes, and efficiency of the business dealings rather than on the personal relationships with the individuals involved.

The discomfort expressed by the Chinese in meeting two unfamiliar negotiators from Canwall indicates their unease due to the lack of established relationships. For the negotiations to proceed smoothly, it would be beneficial for the Canadian negotiators to understand this cultural preference and take steps to build rapport and trust with their Chinese counterparts. This could involve sharing information about their professional backgrounds, finding common interests, and showing respect for Chinese business etiquette and customs. By doing so, they can lay the groundwork for a successful business relationship that satisfies both the Chinese preference for strong relationships and the Canadian emphasis on achieving results.

The Chinese Value Relationships;the Canadians Value Results

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