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The European Union and China

Interests and Dilemmas

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Edited by Georg Wiessala, John Wilson and Pradeep Taneja

This volume brings together the best of contemporary critical analysis of EU-China relations, offered here by an international team of policy analysts, academics and practitioners. The fifteen chapters assembled in this book represent a wide-ranging investigation of the development and framework of EU-China relations and its wider geo-political context. This includes an examination of key areas of concern, such as human rights, economic cooperation, energy security, sports, maritime safety and media policy. Many aspects of EU-China relations covered in this title have, until now, not been available for systematic scrutiny by a wider public. Importantly, this collection presents an examination of the significance of China’s relations with selected global partners – such as the US, Russia, India and Central Asia – for the further evolution of Sino-EU interaction. It should be read by anyone interested in EU foreign policies, the future of China-EU strategic partnership, China’s place in the world, and the development of a multi-polar world order.

Chinese-Dutch Business Negotiations

Insights from Discourse

Series:

Xiangling LI

The Chinese are known as an inscrutable people in the West. With the rapid globalisation of world business, China, with its booming economy and as one of the world's largest emerging markets, is attracting increasing numbers of international traders and investors. Various sources have shown that language and culture are, among other factors, two of the major obstacles to successful business collaborations between the Chinese and Westerners. This dissertation aims to help remove these obstacles by offering some insights into the intricate mechanisms of business negotiation between the Chinese and the Dutch.
While most of the research concerning Chinese-Western communication has used everyday conversation as the subject of study, this research chooses negotiation, the core of international business, as its subject. Micro-level qualitative discourse analyses are used as the main research method in addition to ethnographic methods such as the questionnaire survey and interview. The main data used are simulated as well as real-life video-taped Chinese-Dutch business negotiations. Questionnaire survey and interview data from real-life Chinese and Dutch negotiators are used as support data. The phenomena recurrently cropping up across the negotiations are examined at a turn-to-turn level to pinpoint places where problems arise that prevent the negotiators from reaching mutual understandings and fulfilling negotiation goals. The deep-rooted cultural concepts underlying the linguistic phenomena prove to be the main trouble sources. The results of this research are relevant for both the academic and business world.