The effect of culture on Norwegian - Chinese business negotiations

Abstract

This thesis attempts to discover how cultural differences between Norway and China affect business negotiations. Critical incidents have been found through interviews with Norwegian business representatives, who have negotiated in China. Relevant literature is also presented. Some incidents appear to have a stronger connection with an unsuccessful negotiated result than others. Norwegian business representatives who want to negotiate in China should be aware of the cultural differences between our two countries. The recurring incidents mentioned in my interviews are emphasized in my discussion. Furthermore, I have included my respondents’ advice for future negotiators. Respecting local hierarchy and maintaining long lasting relations appear to be the most significant factors Norwegian negotiators need to understand in China.