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2.4 Thinking Models
“Thinking patterns refer to forms of reasoning and approaches to problem solution. Thinking patterns differ from culture to culture, a logical, reasonable argument in one culture maybe considered as illogical in another culture” (Foster 58).
Thinking models reflect the culture. Because of the influences of history background, language and living method, different nations generate different thinking models. Surely, there is more than one thinking model of a nation, but one is more obvious compared with others. As a whole, easterners, especially Chinese have strong comprehensive thinking, image thinking and curved thinking, while analytical thinking, abstract thinking and direct thinking are possessed by the westerners.
Sino-U.S. differences of thinking patterns are mainly reflected in the inductive and deductive thought. People have deductive thought considers everything in the world as a whole, paying attention to the overall function, complex relationship and operation process but do not care about the internal structure of something. Chinese people’s thinking patterns belong to this orientation. For a thing, they would like to consider from general to detail, from abstract to specific. Therefore, at the very beginning of a business negotiation, Chinese negotiators would like to discuss the general rules and mutual interests which both parties should obey. They think that once the general rules and cooperation willingness are determined, all the other questions are easy to be dealt with. They always emphasize that the details must come after general principles. American culture is towards inductive thought. It is a kind of thinking pattern that focuses on analyzing complicated things into several simple elements and then study one by one. As Americans are affected by linear thinking and analytical thinking patterns, they pay more attention to the logical connection of things. In their minds, details is far more important than those abstract rules. So at the start of a negotiation, they will not act as well as Chinese negotiators. Instead, they attach more importance to specific aspects. They treat contract just as a set of clauses with legally binding that should be complied, that is to say, only real specific issues can make negotiation go smoothly. Americans are pragmatists, from their perspective, the negotiation process is a form, just like the world is made up of facts but not some concepts.
III. Impacts of Cultural Differences on Sino-US Business Negotiations
3.1 Impacts of Value Orientation on Sino-US Business Negotiations
Value orientation differences fall into three types: time orientation, equality orientation and objectivity. Each has big influences on business negotiation.
3.1.1 Impacts of Time Orientation
The time orientation which affects the negotiator’s behavior varies from east countries to west countries. The oriental or the Chinese negotiators are usually cautious and patient. They need to go through phases of coming up with proposals, bringing up objections and ending the trade which takes a longer time. And they hope to arrange rich time to go on a negotiation, thus knowing more about the opponent. They are good at long and continuous battle. While westerners or we could say American people, consider time precious. They tend to resolve problems swiftly. So, in business negotiation, American businessmen often complain about the delay and the lack of efficiency of negotiators from other countries, while these countries also make a complaint that the Americans lack patience. There is a popular saying among American negotiators and businessmen, “It is prohibited to steal time” . Which shows the time view of Americans. To them, time means money. The time view of Chinese is cyclic. They use long-term and systematic viewpoints to value the importance of the topic.
A famous people classify the time orientation into two kinds: straight-line time orientation and cyclic time orientation. The former pays more attention to concentration and speed, while the later stresses doing many things at one time. So different time view leads to different negotiating styles and methods. The American people represent the straight-line time orientation and they have a strong awareness of modern competition. They look for speed and efficiency. So they value time extremely and consider time as a special commodity whose value could be assessed. They often use minute to calculate time. They hope to reduce negotiation time at every phase and want to complete the negotiation quickly. But the time orientation of Chinese people is cyclic and they place emphasis on unity. Moreover, it is necessary to be punctual at negotiations. Westerners have a strong time view, if you don’t comply with the appointment time, they may give you a punishment and they will regard you as unreliable and irresponsible person. Being late for negotiation will give the west businessmen opportunities to exert pressure on you, and then you will lose the status of being initiative.