Гришенко в. Д. Диссертация
Cross-Cultural Commentary (for the teacher)
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| Cross-Cultural Commentary (for the teacher):
For Americans, the foundation of a business undertaking is a signed contract which spells out all the mutually agreed-upon details of the relationship. It's neat and clean, we say, meaning it keeps everything on a more objective, impersonal level. People may come and go, but the contract will endure. For the Chinese, the foundation of a business undertaking is the rapport and trust—the personal relationship—that is established between the two parties during any number of preliminary meetings. A signed contract may well follow from such a process, but it is merely a formality, a symbol of me relationship, not the essence. Moreover, a contract is bound to change from time to time because of changed circumstances, but if the relationship is sound, such changes won't matter. As they say in Chinese, it's neat and clean. Seen in this context, what Ms. Hart has perceived as a throw-away line, that Mr. Liu has been promoted, is in fact the key piece of information in this exchange. Now that Mr. Iiu has moved on, there is a new division chief who no doubt has his own ideas about this contract—which brings us to Mr. Sen's visit today. Ms. Hart misses the point about Liu's promotion and takes the American position that a deal is a deal; it's all in writing. It is indeed in writing, Mr. Sen maintains, but now some additional writing is called for. But what should that 217 matter between trusted friends? This time it is we who want to make the change; next time it may be you. So long as we trust each other, so long as we are both committed to a long-term, mutually fruitful relationship, what are a few changes in a contract? The American assumption here once again is that the role of external events (circumstances) can be limited, in this instance by the power of a contract. Not that we aren't willing to renegotiate a contract, but this must be done for a very good reason and a mere change in personnel hardly qualifies. For their part, the Chinese don't change contracts at the drop of a hat either. But much more than a hat has fallen here. |