An Examination Of Common Mistakes Of Chinese Negotiators From The Logical Perspective

In the current economic climate dominated by giant joint ventures and multi-national investment, negotiations become more and more frequent. Negotiators, even those experienced ones, make mistakes. In quick and sharp exchange of opinions and bargaining process, to avoid mistakes is hard. From studying a number of cases, the author of the thesis discovers that there are a certain kinds of mistakes that are frequently repeated by some Chinese negotiators. This thesis is to find out the reasons for these, and suggest ways to correct and avoid them in the training of our negotiators. A logical approach clearly provides a valuable perspective to do so.This thesis consists of four chapters.The first chapter generally introduces the basics both of negotiation and logic. It begins with the definitions and characteristics of negotiation. Then it makes the introduction on logic through six steps. Of the two approaches - formal and the "informal fallacies", this thesis mainly dwells on the latter.The second chapter further analyzes the criteria for evaluating argument, and the stress is laid on informal fallacies. Among the numerous informal fallacies, only those that are concerned with the mistakes to be examined in this thesis are included, since most of the negotiators tend to fall prey to them.Then the thesis moves to the examination of the common negotiating mistakes. The author finds that the direct reason is our negotiators' lack of logic in thinking. This is displayed in the logical fallacies committed by themselves and their failure to identify the other party's fallacies which are used to exploit them. Such fallacies are contained in the misleading or deceiving tactics employed to our disadvantage. To trace the root cause of such logical weakness, the author discovers that our traditional thinking pattern which was influenced mainly by Chinese mainstream culture is at odds with logic, and leads to the deficiency in analysis and argument, which is essential to the success of a negotiation. Then the author further points out that the traditional educational system, putting emphasis on rote-learning and obedience, aggravates this logical weakness.Therefore the author thinks that it is the time that necessary measures be taken. In the last chapter, her personal suggestions are put forward, namely, to train negotiators to think logically, to establish an effective system for rewards and punishment, to organize a qualifying exam to exclude poor negotiators, and to build a file of failed negotiation cases for study. Lastly, in order to help realize such training on logic, the paper presents a selected sample of exercises on logic for future use.