Alcoholic in Teens Research Paper Example | Topics and Well Written Essays - 1250 words

Alcoholic in Teens - Research Paper Example Moreover, alcoholism is more than just a social weakness or problem as many would tend to think if the medical definition of it being a chronic illness is anything to go by. As a matter of fact, the National Institute on alcohol abuse and alcoholism in a report of a research recently conducted indicates that there is increased risk of post-traumatic stress disorder among alcoholics (Bryant, 2013). This is because alcoholism has been found to affect the brain so that the retention of trauma is higher than usual. Social workers should therefore be concerned with the identification of the factors that have made alcoholism among teens popular (Zarbock, 2008). In recognition of these surprising facts and statistics among other effects of this major problem in the American society especially with regards to teenagers, the study will be conducted to ascertain the extent of this problem among teenagers in the country. The research will be for the purposes of pointing out the extent of alcoholism among teenagers using the primary surveys and available secondary data on the subject. The study will involve a sample of participants across the country. The identified sample will be conducted with the help of about 60 teenagers who are currently within the states and territory of the United States. The age bracket under investigation that will also be considered for sampling will be boys and girls between the age of 12 to 15. Since there is the issue of legal consumption of alcohol, the identified age bracket is important for the examination of the effectiveness of the law in curbing this habit among the younger generation. The main sampling criteria employed will be intensity sampling. This is because there will be need for the identification of a fairly distributed and representative sample so that the objectives of this study is

Architecture of the 20th Century

Architecture of the 20th Century While discussing the subject of architecture of the 20th century, the discussion is incomplete without a special mention of Robert Venturi. The man started his life in Philadelphia on 25th June, 1925 he went on to become one of the most prevalent names in American architecture. The information on Venturi includes a special mention of his wife Denise Scott Brown. 1960 was the year they first meet , got married in 1967 they have always been together ever since . This husband and wife team did remarkable work in the region of architecture, launching themselves with their joint venture better recognized as Venturi, Scott Brown Associates (VSBA). Architecture steeped in popular symbolism. Kitsch had become art in designs which exaggerate or stylize cultural icons. [1] Some of the most important design strategies adopted by Brown were theory is not the rule of thumb, learn to copy, drawing-a must have, ideation is constant etc. According to Robert and Denise, theory is not the rule of thumb. While most architects glued to theory when it comes to planning designs, Robert Venturi and Denise Scotte Brown thought the opposite way. According to them design process should not be dominated by the theory. This was despite the fact that both of them were well known theoreticians. Venturi even went on to say that the artist is not someone who designs in order to prove his or her theory and certainly not to suit an ideology[2] While most of the architects followed the philosophy of not copying, Venturi and Brown had a different point of view here too. They believed that they could learn more by copying the works of the masters. As Venturi correctly puts forth, It is better to be good than to be original. [3] But, this in no way meant a complete imitation. To this, Denise Scott Brown makes it clear that they copy ideology that they copy ideologies. The duo only took copying to the extent of drawing inspiration. Their inspiration was a base to develop further designs. Venturi says, You have to have something basic that you either build on or evolve from or revolt against. You have to have something there in the first place and the only way to get it is to copy, in a good sense of the word.[3] One, of course, needs to possess certain skills to leave a mark the field of architecture. According to Robert and Denise, drawing was the most essential one. Referring to the skill as a facility between hand and mind, Denise Scott Brown also said that it was essential for designers to master drawing in order to succeed. She believed that it often happened that the hand draws something, which the mind interprets in a different way and you draw a whole new idea from it. In an era where everyone thought that handwriting has a little significance as everything can be done using specially designed software, the duo has its arguments ready. People who can draw very well and who control line weight well in hand technique are the ones who use the computer imaginatively,[4] they asserted. Who says that you need to sit down in a board room to ideate? Well, not Venturi at least. In his opinion ideation cannot be bound by place or time; he believed that one could ideate anytime and anywhere, even while talking. Venturi alleged that even while talking one suddenly sees something else out of the corner of their eye and they think of something they wouldnt have done otherwise. He also opined that you ideate more while working on other projects and averred the idea only comes after great struggle and agony.[5] Some of the important buildings built by the duo are The Vanna Venturi House, Chestnut Hill, Philadelphia, Pennsylvania in 1962, Brant House in Greenwich, Connecticut in 1973, Gordon Wu Hall in Princeton, New Jersey in 1983, Bank building in Celebration in Florida in 1994 and many more. Since mid 1960s Robert and Denise greatly altered the landscape of the American Architectural thought their processes and practices with their design strategies. Robert Venturis book Complexity and Contradiction in Architecture became a uniting point for budding architects around the globe who had become cynical with the stylistic restrictions of the International Style as a result of which the book provided a manifesto for the Post-Modern movement in architecture. Followed by this out of his teachings at Yale came his 1972 book Learning from Las Vegas which was co-authored by Steven Izenour and Denise Scott Brown. The architectural world was once again astonished by this work. The the gaudy and the sign-filled Vegas strip was transformed from being an architectural aberration to a vernacular art form which deserve serious study. Venturi felt that the Decorated Shed and various other types of roadside buildings offered design lessons that could not be left attended, an he argued that architects require to face the reality and symbolize the popularly built environment with buildings corresponding to that environment.[6] Kitsch is reflected as a form of art that is substandard and is a tasteless copy of an a complementary style of art or is a nugatory replica of art of recognized value.[7] The deliberate use of elements that may be considered as cultural icons is what this concept is related to Kitsch can also be defined as the genres of art that aesthetically lack whether or not being theatrical, sentimental, glamorous, or creative and that make creative gestures which simply reflect the superficial appearances of art by means of repeated conventions and formulae. This term is often associated with excessive sentimentality. [8] The emergence of postmodernism in the 1980s, blurred the borders between kitsch and high art yet again. The approval of what is called camp taste which may be related to, but is not the same as camp when used as a gay sensibility was one development. An unreal or an assumed illustration from the world of painting would be a kitsch image of a deer by a lake. In making camp, panting a sign beside it, saying No Swimming. The majestic or romantic perception of a stately animal would be punctured by humor; the conception of an animal receiving a a penalty for the breach of the rule is out rightly ludicrous. The primordial, reflective sentimentality of the motif is neutralized, and thus, it becomes camp. A few things that posed as interesting challenges were the conceptual art and deconstruction, because, talking of kitsch, in favour of elements that enter it by relating to other spheres of life they downplayed the formal structure of the artwork. Inspite of this fact, many in the art world continue to latch onto some sense of the dichotomy between art and kitsch, excluding all sentimental and realistic art from being considered seriously. This has come under the scanner of the critics, who now argue for a renewed art and figurative painting, without the concern for it appearing innovative or new. Whatever may be the scenario, there is difficulty in defining boundaries between kitsch and fine art since the beginning of postmodernism, the word kitsch is commonly used to label anything seen as being in poor taste still. This postmodern architecture influenced by Venturi was further prejudiced by many architects like Philip Johnson and Robert A.M Stern. When talking about American architecture, there is no way one can miss out on Philip Johnson. One of the most notable and renowned American architects, he was the winner of the first Pritzker Architecture Prize. For establishing the Department of Architecture and Design at the Museum of Modern Art, New York is credited to him. Philip was born in 1906 in Cleveland. He played a vital role in creating and understanding the urban skyscrapers through America. Johnson was an advocate of simple style and thus he played a significant role in strengthening the minimalist trend. The work of various modern architects, including Mies van der Rohe, Walter Gropius and Le Corbusier was comprehensively supported by Johnson. He was a co-author of the popular book, The International Style. The techniques of the Bauhaus were introduced to America by this book. By the time Johnson reached the age of mid-thirties he  was discontented with his role of an author and curator. So he studied under the architect Marcel Breuer at The Graduate School of Design. Johnson designed his own home in New Canaan, Connecticut soon after his graduation. His first architectural work, his house is considered one of his most remarkable works. The house was a glass house and featured an exposed steel frame. Johnson continued with his architectural quest and went on to design numerous public buildings and houses after his own house. Johnson designed some of his well-known works, notably the Seagram Building in New York City during this time. Johnson had a more inspired than individualistic stint with architecture initially. His initial work carried a strong bear mark of Mies van der Rohe. However, an individualistic touch could be seen in his work by 1960s. Infused with historical elements, his style of architecture showcased how one could aesthetically incorporate domes and colonnades in a building. He created some of his most monumental works of his life only after he discovered his individualistic architectural sense. Some of these include the Sheldon Art Gallery at the University of Nebraska, the New York State Pavilion at the Worlds Fair and the New York State Theater in New York City. By the 1970s and 1980s, he began experimenting with the texture and color of the exterior of his creations at large though he was still stuck with his original style of architecture. Today in his nineties, Johnson is considered as one of the last modern architects that we have. With a run of nearly 70 years in the field of architecture, he has surely carved his niche and will continue to inspire many architects in the times to come. Another popular name in American architecture is of Robert Arthur Morton Stern, also known as Robert A.M. Stern. He is an American architect and presently the Dean of Yale University School of Architecture. His work is usually described as postmodern. However, a dominating emphasis on continuity of tradition in his work is witnessed which cannot be ruled out. No wonder, he recently used the phrase modern traditionalist to describe his work. As a designer in the office of Richard Meier he started his career in 1966. But he soon quit from his job and established his own firm, Stern and Hagmann in 1969. He formed the firm with a fellow student at the Yale University named John S. Hagmann. This was followed by the establishment of the successor firm, Robert A.M. Stern Architects, a name still very popular in American architecture. He has a broad portfolio to his credit when talking about his work. Some of his more notable projects in the public domain include Lakewood Public Library in Lakewood, Ohio, the main library in Columbus, Federal Reserve Bank in Atlanta and many more. Stern was also a notable author apart from being a successful architect. He has authored New York 1880, New York 1960, and New York 2000- a series that documents the evolution and history of the architecture of New York City. This postmodern architecture has his roots deep in the past, as is evident from his work. His buildings showcase a deep affection for the past. His most notable project with The Walt Disney Company reiterates the same. He served the company in the position of Board of Director for the tenure 1992-2003. His boardwalk at Disney World is suggestive of an American seaside village from the early 20th century. You will be reminded of how architecture has evolved from Victorian to the Vienna Secessionist movement while you have a look at his buildings. The mini village beautified with artifacts from various eras, though not exactly historical, comes across as a dream like walk. And not to forget the Beach club, that reflects the 19th century American Resort architecture in its true form. With a huge pool of work and a design philosophy that combined the best of modernism and tradition, Stern is certainly not a name to be forgotten in the architectural realm. Though his broad horizon of work is a feat in itself, he has several other achievements to his credit as well. A Driehaus Prize laureate, he went on to win several awards. In the year 1984, he was awarded with the AIA New York Chapters Medal of Honor. He was also conferred the Chapters Presidents Award in 2001. He also has to his credit the Scully Prize from the National Building Museum, Athena Award from the Congress for the New Urbanism and the Board of Directors Honor from the Institute of Classical Architecture and Classical America. Since long and even now Philips designs in PoMo mode reveal a decent to the level of kitsch that appears lest camp in its motivation than simply and unmitigately cheap in its effect [9]. In the aesthetic program of Robert Venturi kitsch and the area of everyday culture was used. But at the same time in his artistic designs, he generally elevated them. In the circle of architects Robert Venturi an Robert A M Stern, the so called Greys Designers whose work used the hybrid culture idioms of American day to day life as starting points of their new artistic direction including kitsch and pop. [10] Thus Robert Venturi, Philip and Robert A M Stern are three flamboyant modern architects whose contribution to architecture have a made a difference to the architectural world.

Dopamine, It Does a Body Good :: Biology Essays Research Papers

Dopamine, It Does a Body Good In class we have frequently discussed the I-function and how it relates to the body and the brain. Is the I-function a separate soul? Is it simply an extension of our DNA and genes? In addition, we have fretted over the I-function and its relationship to our behavior or personality. Where exactly the I-function is, we have also wondered. In this paper I will explore personality, the I-function and their relationship to genes and chemical changes that take place within the body. I will mainly look at how neurotransmitters affect overall happiness in an individual. How these chemicals are regulated by genes and by the environment, will also be questioned. Overall I will look at what makes us who we are. Are we simply programmed for life by our genes or do they even matter at all? While searching the web I found many good articles which explained how neurotransmitters affect personality. In some cases norepinepherin can encourage quick emotional responses like anger and also discourage logical thinking, while serotonin can cause irritability and a lack of rational emotion. All of them can cause anger, anxiety, depression, insecure feelings, and fear. To find out what the characteristics of personality are, I found another site appropriate. It lists 16 types of personality that are controlled by various combinations of 4 dimensions: extrovert vs. introvert, sensor vs. intuitive, thinker vs. feeler, and judger vs. perceiver. You can see how some of these could be determined by neurotransmitters. With happiness in particular, a group of psychologists describe it through the set-point idea. The set-point idea contends that there is a genetically determined mood level that can be nudged by life slightly upward or downward, but in the long run will stay about the same for each individual. Therefore, if you win the lottery or become a paraplegic, you will remain close to the same happiness level that you were always at. The 2 doctors say that about half of your sense of well being is determined by your set-point while the other by the sorrows and pleasures of life. By studying the activity in each prefrontal area, happiness and enthusiasm can be detected from worry and agitation. They tested 10 month old babies and then tracked them for several years and still found the measurements of their brain-wave patterns accurate. It was also discovered that an allele for part of the D4 receptor were related to the amount of

Indigenous and Non Indigenous Essay

1. Indigenous people had an extremely close relationship with land. They worshipped and had ceremonies for the land. Without proper management of land it would have been very difficult for aboriginals to survive. The land was like a god to them, it was very important in their culture. Aboriginals didn’t harm the land instead they co operated with it, too help them survive. Aboriginals used land to help them survive, they didn’t use it for business or profits. No one owned the land instead the land owned them. The land was their home. Certain tribes were given specific land. 2. To non-indigenous people the land was no more than dirt on the floor. They owned the land. It was used for business and financial gain. They aimed to get money through selling or cultivating the land. 3. The dreaming is the creation of the universe according to the aboriginals. The indicates a psychic state in which contact is made with the ancestral spirits. It is the concept of moving from a dream to reality which is an act of creation. 4. The dreaming explains the process of creation according to the animals. The ancestors spirits wandered the bare and sparse land and created the landscape. After the creation the spirits turned themselves into rocks or trees or a part of the landscape. 5. Aboriginal spirituality is feeling connected and attached to all that lives and breathes. It is a sense of belonging to the community, land and earth. They believe all objects are living and share the same soul as the aboriginals. 6. The aboriginals spirit/soul will be reincarnated back to earth as another human, plant, animal or rock. 7. Non indigenous people think that land is a possession to them, it can be used for profit or business but to the aboriginals believe the land owns them, it is their mother. The care of the land and water is a very big priority to the aboriginal as the land is their mother, they believe they have a responsibility to look after it. They are connected to the land spiritually, culturally, physically and socially whereas no indigenous land may just be used for financial gain. Aboriginal people tried hard to co operate with the land and live with it but non indigenous people used the land to get personal gains like business. To an non indigenous person the land is no more than what they see but to an aboriginal is more than that, it s where their an sectors and spirits dwell, it is sacred historic landscapes, it is the gift their ancestors preserved and maintained for centuries before it was passed down. it is their mother. For non indigenous people the land is just the area around them or something they own but for aboriginals it is the centre of their culture. They feel a sense of belonging and oneness with the land, they share a spiritual connection. 8. When aboriginal people take care of land, they are taking care of their culture as the management of land is central to the culture. Research shows that aboriginal people get sick when they are removed from their traditional place, examples include the stolen generation (when aboriginal children were taken from their parents by the white settlers in hope of slowly wiping out the aboriginal race). There is a strong link between aboriginals health and land management. It is stated that the health of the indigenous peoples are negatively impacted when they are separated from their land. ANU GEORGE 32 SYDNEY STREET GLEN? ELD SYDNEY 7463 23/11/14 TO THE AUTHORITIES OF THARAWAL LOCAL ABORIGINAL LAND COUNCIL, I AM WRITING TO YOU TO SHARE MY UNDERSTANDING AND VIEWS OF THE MEANING OF LAND TO ABORIGINALS. I ALSO WISH TO ENCOURAGE AND HELP YOU COMPREHEND ON WAYS IN WHICH WE AS COMMUNITY CAN ASSIST THE ABORIGINAL SOCIETY IN CONTINUING THEIR SACRED CULTURE THROUGH MAINTAINING LAND. AS THE TRUE OWNERS OF THE LAND IN WHICH OUR COMMUNITY IS SITUATED ON, THE ABORIGINALS HAVE CERTAIN LAWS AND RITUALS WHICH ARE SACRED TO THEIR CULTURE THAT THEY NEED TO PERFORM. HOWEVER BECAUSE OF OUR COLONISATION IT HAS BECOME EXTREMELY DI*CULT FOR THEM. ABORIGINALS HAVE AN EXTREMELY STRONG RELATIONSHIP WITH LAND. IT IS NOT JUST LAND TO THEM, THEY ARE CONNECTED TO IT SPIRITUALLY, PHYSICALLY, MORALLY AND CULTURALLY. THE LAND IS THEIR MOTHER, IT OWNS THEM. I DON’T THINK WE CARE ABOUT THE LAND AS MUCH AS THE INDIGENOUS PEOPLE- TO US ITS EITHER SOMETHING WE OWN OR SOMETHING WE CAN USE TO GET MONEY . THE LAND IS THE CENTRE OF THEIR CULTURE-WITHOUT LAND, THEY WOULD NOT BE THERE ACCORDING TO THEM. RESEARCH EVEN SHOWS THAT SOME ABORIGINALS ARE NEGATIVELY A0ECTED IF THEY ARE SEPARATED FROM THEIR TRADITIONAL LAND. IT IS PART OF THEIR CULTURE TO LOOK AFTER AND RESPECT THE LAND AS IF IT WAS A LIVING THING . DUE TO BUILDINGS, HOUSES, ROADS ETC, IT IS DI*CULT. DESPITE THAT, WE AS A COMMUNITY HAVE A DUTY TO TAKE INTO ACCOUNT THE ABORIGINES NEEDS AND HELP THE PRESERVE THE LAND THAT WAS ORIGINALLY THEIRS. ALTHOUGH MANY OF US WOULDN’T CARE, THE MORE I LEARNT ABOUT ABORIGINAL CULTURE THE MORE I REALISED HOW SACRED THE LAND IS TOO THEM. IF EVERYBODY WAS EDUCATED ABOUT ABORIGINAL PERSPECTIVES OF LAND, I AM SURE THAT THE MAJORITY WILL SUPPORT AND BE CONSIDERATE OF THE WAY THEY ARE TREATING THE ABORIGINALS LAND. THERE ARE MANY WAYS IN WHICH WE CAN WORK IN PARTNERSHIP WITH THE ABORIGINALS. IT CAN BE AS SIMPLE AS LOOKING AFTER THE ENVIRONMENT E. G. NOT LITTERING, USING BIODEGRADABLE AND ENVIRONMENT-FRIENDLY PRODUCTS, LOOKING AFTER THE GREENERY AND PLANTS. WE CAN EVEN PETITION AGAINST BUILDING THINGS IN SACRED PLACES. WE CAN PROTECT THEIR BLESSED PLACES BY LEAVING IT ALONE AND STOPPING PEOPLE FROM USING THE LAND. TOGETHER WE CAN MAKE THEIR LAND A â€Å"NO TRESPASSING AREA†. HELP THE ABORIGINALS BY GIVING THEM RIGHT TO THE LAND, ONLY THEY CAN ENTER OR CHANGE THE LAND. THE SACRED PLACES OF THE ABORIGINALS CAN BE MADE OF LIMITS TO THE GENERAL PUBLIC. WE CAN CO OPERATE WITH THE ABORIGINALS SO THAT THE LAND CAN BE USED IN A WAY THAT IS NOT HARMFUL OR DISRESPECTFUL TO THE LAND. CONSULT THE INDIGENOUS PEOPLE BEFORE CHANGING OR USING THE LAND. MAKE SURE THAT WHEN CONSTRUCTING SOMETHING NEW, IT WON’T RUIN THE LAND. VOLUNTEERS CAN CLEAN THE LAND. AFTER ALL IT WAS ORIGINALLY THEIR LAND†¦ I STRONGLY BELIEVE THAT IF EVERYBODY WAS EDUCATED ABOUT THE MEANING OF LAND TO THE ABORIGINES, THEY WOULD BE CAUTIOUS AND CONSIDERATE OF THE WAYS THEY TREAT IT. THEY WILL RESPECT THE CULTURE OF ABORIGINALS. THEY CAN BE EDUCATED THROUGH LESSONS IN SCHOOL OR AT WORK. THERE CAN BE A NATIONAL ABORIGINAL CULTURE DAY WERE WE LEARN ABOUT THEIR RACE. EVEN IN THE COMMUNITY, PEOPLE CAN ORGANIZE A LAND CLEANING GROUP. LEA8ETS AND PAMPHLETS CAN BE SENT HOME PROMOTING CIVILISED USE OF THE LAND. PEOPLE CAN GO AROUND COMMUNITIES EDUCATING AND INFORMING OTHERS OF THE MEANING OF LAND TO ABORIGINALS AND HOW WE NEED TO CO OPERATE WITH THEM. IF YOU KNOW OF THE IMPORTANCE OF LAND TO THE ABORIGINALS, SPREAD IT, TELL YOUR FRIENDS AND FAMILY. WE NEED TO REMEMBER THAT THE ABORIGINALS WERE THE TRADITIONAL OWNERS OF THE LAND. WE NEED TO COMPREHEND AND REALISE HOW IMPORTANT LAND IS TO THEM. THE LEAST WE CAN DO IS RESPECT THEIR HELP MAINTAIN THEIR LAND AND BE CONSIDERATE OF THEIR CULTURE. I ALSO HOPE THAT I HAVE GIVEN YOU IDEAS IN WHICH WE CAN ASSIST THE ABORIGINAL SOCIETY IN CONTINUING THEIR SACRED CULTURE THROUGH MAINTAINING LAND. YOURS SINCERELY ANU GEORGE.

Negotiation with chinese Essay

We wish to express sincere appreciation to Professor Shia Yun Chiang for his assistance in the preparation of this manuscript. In addition, special thanks to Yama (Yuehai shoe material Ltd) who’s familiarity with the needs and ideas of these team and was helpful during the early programming phase of this research. INTRODUCTION Continental Design is a company where excellence and customer satisfactory are priority. After ten years of being in business, continental now seeks to enter the Chinese market. On Thursday, June 13th 2013, some members were selected to visit the potential customers of our new shoe-soles designs to introduce and negotiate our terms. These members include Mr. Emmanuel Mlay (Financial Officer), Mr. Robin Sharma(Managing Director), Mr. Cliff Osoo (Contracting Officer), Ms. Bella Chan (General Overseer), Ms. Sandra O. K (Sales Manager). Upon arrival, we were taken in and around the factory to experience their works and then to the meeting room. In this report, we explain further our observation and findings in negotiating with the typical Chinese. This report emphasizes mainly on the observations which includes specifications, mode of conduct, styles and techniques also elaborating on how they work together as individualist or collectivism. Again the language used, what they felt at ease to say, their communication skills, relationships with clients, were also under study. However their reasoning and way of thinking was somehow fascinating and very interesting which this report enlightens ideally and strategically. A brief but very informative research was done to know our potential customers before reaching out to them. The one talked about in this report is â€Å"Yuehai shoes material†, a very renowned shoesole company in China. In the end, all business operations can be reduced to three words: people, product and profits. Unless you’ve got a good team, you can’t do much with the other two. 1 1 By: Lee Iacocca 1 Chapter 1 THE CONTINENTAL DESIGN Continental design provides differentiated products that accelerate innovations in the global design market. With ten years of experience and commitment, Continental design has grown to be one of the strongest competitors in the field of designing. This company has also spent those ten years in developing its communication and negotiation skills. Its management capabilities have enabled it to technically handle the challenges and efficiently provide products that are best in the market. As Victor Papanek once said â€Å"Design is the conscious effort to impose a meaningful order. † Continental design was founded by a team of five engineers with one primary goal of working hard helping all small and big shoes companies to succeed through professionally enhanced designs. Today, Continental design is a full-service independent company with about 10 percent of the world market share. Our services cover the whole of Africa, South and North America, Middle East and few countries in Asia. Recently we have initiated our first staple toward China market. 2 BUYERS COMPANY PROFILE Yuehai Shoes Materials Yuehai shoe material has more than 20 years of manufacturing experience and large number of qualified senior employees who are devoted to settling problems and confronting challenges. It has adopted advanced equipment from Taiwan and main land China. The production technology is matured and reliable; at the same time it uses the original material that makes its products to be famous by their high qualities. Its domestic market ranges from Guangzhou and Dongguan where there is a stiff competition that helps them to develop new and up-to date designs that meet the market demands. It then covered the whole of China before capturing Europe and America as the first target in external market. Most recently, it has expanded its external market to Middle East and Africa as a whole, where it has entered into more than 10 different countries. Shoes are human daily life necessities. Shoes industries will never perish as long as human being still exists. With the use of imagination this company is committed to continue to develop shoe industries as part of making the life of entire society in the world better off. Address: No. 39 beicun road, huangqi, nanhai district, foshan city, Guangdong province, China. Tel: 8675785938525 Fax: 867578592981 Email: tailon@21cn. net Yuehaixe. com. cn 3 Chapter 2 NEGOTIATION PREPARATION In negotiation there are few things that have to be put in place before the negotiating team or person set off for the negotiation. The factors that are mostly considered before negotiation are: ? Length of contract This is the period that the contract will take before it’s renewed again. The seller always concentrate in this factor because it affect the profit the company will make and for how long. Mostly its 1 to 3 years. This factor is important because it also influence the price to be offered to the buyer. ? Volume to be ordered After a seller has agreed on the length of contract then the next thing to talk about is the Volume that will be bought. When few goods are bought, there is a high possibility that the price will be higher unlike when a large quantity is bought; therefore these first two factors influence the price of the item. ? Price The third factor to talk about after length of contract and volume is price at which the good will be sold. In every company, there is a price offered depending on the quantity to be bought, quality and other things needed for production. The larger the quantity, the lower the price will be and vice versa. 4 ? Payment Terms and Services. The most important thing for a company going for a negotiation is; length of contract, volume and price and other things like payment terms and services comes up later. The last two remaining factors are considered to make sure that the items agreed before is taken into account in a proper manner. Payment terms are important because even if you have a long contract with large volume but payment is not done in time, you will have to lose something. Services are offered to the buyer to make sure he/she is satisfied with the goods bought. 5 SELLER’S WISH LIST. Here we made our wish list before we went to the meeting. We had decided our lowest price and the contract length. Below you can see the result of our company board meeting before going to negotiate with Chinese company ITEM2 Length of contract Volume Price Payment terms Services WEIGHT 40% 25% 20% 10% 5% RANGE 2-1 Years 500-100units/month $200-$150 10-15days 5/5-8/5 In the following table you can see that we agreed to have at least 1 year contract with Chinese company. As they are old and experience company, we believe that it won’t be any problem even if we have 2 years long contract. In terms of volume we were ready to deliver any amount till up to 500 per months. Price was the main concern of our meeting. We know that they will try to spend more time on the price negotiating and knowing we have many competitors in the market, we needed to come up with a very good price range. We also had an agreement on payment terms which should meet within the short period. Lastly, we agreed to offer them a good customer service. 2 Professor Shia Yun Chiang Power point presentation-Estimating wish list ,Power point presentation slide no. 9 & 10 6 THE AGREEMENT ZONE In every negotiation, there are two possible outcomes. The parties can either reach an agreement or not. The first situation is where the seller and the buyer don’t reach an agreement at all, either, due to the buyer or seller not agreeing with the offer given. The second situation is where the two parties (Buyer and Seller) reach an agreement and signs a contract for the business to take place immediately. For the two parties to reach an agreement, they will have to consider their Consequence of No Agreement (CNA). CNA will either make the two parties to agree or disagree. BUYER’S WISH LIST ITEM3 Price Services Payment terms Length of contract Volume WEIGHT 45% 25% 20% 5% 5% RANGE $100-$150 8/5-5/5 Cash transfer 3-1Years 50-100units/month After a lengthy discussion with the buyer, following were the outcomes of negotiation; OUTCOME ITEM Price Length of Contract Volume Payment Terms Services DETAILS $150/Design 1 Year 100 Units/month Cash Transfer in 2 days 10 Days training Professor Shia Yun Chiang Power point presentation-Estimating wish list ,Power point presentation slide no. 9 & 10 7 Chapter 3 OBSERVATION VALUES AND THINKING IN NEGOTIATION. When going for a negotiation one has to learn the buyer’s values in thinking. These values differ from one country or one region to the other and it can cause a misunderstanding between the two parties. According to the research we did about Chinese negotiation, we found out that Chinese are more relationship oriented than Africans and even other nations. As soon as we entered into the Chinese office for the negotiation, they offered us Water. This proves that they are more relationship oriented; they use this to build a rapport between their clients even before negotiation. Another thing that the company we were negotiating with did is that, they invited us for supper. In these acts we can see how Chinese people are mostly towards relationship with their clients unlike other European countries or America and even Africa. Before us reaching a conclusion, the Chinese people asked a lot of personal questions even in the middle of our negotiation. Some of the questions they asked were; When will you go back to your country? Do you like china? Is your country very hot than china? These personal questions that are not related to business are a clear picture of Chinese values and thinking in a negotiation. â€Å"As a general rule, it’s always safer to adopt a formal posture and move to an informal stance, if the situation warrants it, than to assume an informal style too quickly†4 4 As Jeswald W. Salacuse- (Ivey Business journal) 8 . During our research, we were also able to notice some of the things that are not common in African countries and even other continents. The first thing that they did is to welcome us in a very encouraging manner that made us feel at home, and with such hospitality, we were able to do the negotiation having been convinced that Chinese are good business people. This kind of hospitality that Chinese people give to their clients make them win in the businesses they negotiate in because the other party will feel so cared for that they can trust the offers given. Another thing we noticed in the research is the way they asked us whether someone has introduced us to the company or we looked it up in the internet. At the beginning I didn’t see the reason why they should be concerned with how we got to know about the company, but after we finished the meeting I had to ask and what they told us is, in Chinese (Intermediary/ middleman). This is one of the things that make us to realize how important Chinese value relationship in the business arena. The other behavior that we observed in the process of visiting and doing the negotiation is that, immediately we arrived at the factory, we were received and taken around the factory to see how they do their production and even explaining every step of production line. This really made us feel honored and we started to see them as transparent and responsible people, something that needed in business so much. â€Å"Chinese negotiating style is people oriented and permeated with such Confucians notion as guanxi, renqing, face, family age, harmony, hierarchy, li (etiquette)†5. 5 As said by Tong Fang –Chinese Business Negotiating Styles 9 CIRCULAR REASONING & TALKING In our haste to market our designs for shoe soles. We came across various ways in which Chinese carry out their business negotiation. While most of the companies we approached exhibited the sequential kind of talking, the Chinese demonstrated the circular type. Interestingly, as we tried to obtain information and answer their questions regarding our products, we realized that Chinese, when not interested in your product would rather beat about the bush than going straight to the point. This is mostly demonstrated in the time of negotiating prices. This makes it hard to determine their stance in terms of buying the product. It is almost impossible at that moment to determine the level of consequence of no agreement on the buyer’s side. As much as you try explaining and convincing Chinese buyers who are less interested in a product, you will end up just like before. It is hard for them to say â€Å"no† point blank. This I believe is because of the long courting and relationship they build up with their business partners before negotiating. For instance, in one of our interviews, the interviewee mentioned after our refusal to take lunch with him that it is the culture of Chinese people to dine with their potential business partners irrespective of their interests. He explained that not only does this emphasize politeness; it also creates room for next or future cooperation. That is why in almost every meeting with a Chinese business man, you are served tea or water even before the talking starts. As pleasing as this might sound, it is also the reason behind the average Chinese would want to beat about the bush when not interested in the product for sale. Relationship and friendship are commonly used to obtain a better price and more concessions. 10 Herbig and Martin (1998), Stark, Fam, Waller and Tian (2005), and Zhu et al. (2007) all found that the Chinese do not rush into the negotiation, but rather, spend a lot of time in getting to know their counterparts as much as possible, even including personal information in order to build guanxi and trust from the beginning. Another finding is that they would want to end the meeting peacefully and friendly just as it had started without having to ruin the relationship or hurt anyone’s feelings, yet they have to decide whether or not to purchase the product. According to Faure (1999), the Chinese focus more on relationship building during this stage, as they need to know their counterparts for any business deal to occur. This negotiation practice might cause conflict with Westerners, as Westerners prefer to start negotiations straight away after basic greetings and introductions. Rule how to be successful in dealing with Chinese: â€Å"Be fair, reasonable and diplomatic: â€Å"If your Chinese counterpart believes that you are being unreasonable, they may not openly say so, but your negotiations are likely to stall and go nowhere. If you disagree with your counterpart, don’t simply reject their position out of hand, but carefully explain your reasoning†. 6 6 â€Å"Forbes† by Jack Perkowski (Negotiating in China; 10 rules for Success 11 QUESTIONING & INTERRUPTING We’ve had several encounters with many customers throughout the years, but what makes the Chinese customers outstanding is their mode of questioning. Unlike our African customers, they tend to interrupt and chip in their questions whiles you are talking. In some cultures, this might seem rude and impolite but this is not so for Chinese. They are very cooperative, assertive and defensive. This encourages and makes the one talking feel he’s being listened to. This normally generates positive feedback. During one of the interviews conducted, it came to our realization that, the typical or traditional Chinese interrupts more than the Chinese who has been open to Western culture. Customers who deal with Westerners or Africans have adjusted to some of their negotiation skill. This we believe will go a long way to influence most Chinese business partners. Their character or attitude of seeking and asking questions is different from other people in the sense that Chinese exhibits a character of â€Å"Xenophobia which is a distrust of all things foreign to one’s own culture. Xenophile is a lust to obtain all things new and or foreign. The Chinese have become inclined to distrust anything and everyone from foreign lands due to their history of violent revolutions and government seizures and changes. On the other hand, they have also seen the new technologies and high standard of living in the West, and many Chinese struggle with these mixed feelings as they pursue business opportunities with foreigners and seek to acquire western technologies â€Å"(Pye, 1992) 12 COLLECTIVISM Under collectivism, the means of production are owned and controlled by the state or the people as a whole. Also, it describes any outlook or philosophy that stresses the interactivity between people. It is often consider as opposite of individualism. There are two basic types of collectivism: horizontal and vertical. In the horizontal type, members are considered to be as equal as possible, and share resources and responsibilities. The vertical include a social hierarchy that society member work to maintain, and people submit to those above them in the hierarchy. Collectivism in China When Mao Ze Dong came into power; he strengthens the collectivism by eliminating landowners and individualists, sending nearly everyone to work in collectivist communities. Therefore, China has been more collectivist than individualist in both ancient and modern history. Many research states that, there are many leaders in China today who believe that the days of collectivism in China will soon be gone. There are several reasons for this. First is that the â€Å"one-child-policy,† especially in the cities, it gives us many younger citizens who have been raised to believe that they hold a special place in the world. This kind of upbringing leads to individualism over collectivism. In business point, there are still many examples of collectivist thinking. For example, When we(foreigner) and Chinese, began to work together, mainly the Chinese look towards the team as 13 the reason for the company success, but on the other hand, the foreigner(us) were trying to identify individual high performers. That’s one of the different between Chinese and foreign culture. Collectivism between our culture (as a foreigner) and Chinese Collectivism is a cultural pattern found especially in East Asia, Latin America, and Africa. But nowadays societies are not purely individualist or collectivist, but some of them are the mixture of the two. Western and Northern Europe, USA, Canada, Australia, and New Zealand are individualist. Conclusion Although there are few countries fully apply in collectivism, like North Korea, most of the countries are applying the mixture of collectivism and individualism. Those countries practicing collectivism mainly have a low GDP level, because it affects trade with the other countries. 14 THE RELATIONSHIP BETWEEN SPECIFICATION OF TIME AND PRICE. The important aspects when we negotiate with Chinese: Patience is the most important qualification for successful negotiations with the Chinese. Negotiations in China often take time because of different departments within one organization tend to be involved in negotiation processes and decision-making within the Chinese bureaucracy often takes time. By Confucianism, Chinese will not rush into any serious meetings with someone whom they do not know; trust and a certain feeling of closeness. Here is the example of Chinese negotate style we found. It prove that, to negotiate a favourite price with Chinese, obviously we need time. 1. Don’t expose too much of your interest in a product you want to buy even though you’re really drawn to it. It is better to act like that it does not matter to you and you don’t have to have it. Sometimes the sales person would tell you if he or she can judge from your facial expression that you really want that item. 2. In the first time you will never get the exact item for the price. Usually the sales person would try to seduce you by offering an unfavorable price. For example, for a necklace placed at $100, if you ask the sales person for discount, perhaps for the first time she would give you a discount like $90. Don’t take it. Just think that it is too high and walk away. Sometimes the sales person would shout at your back and offer much more favorable discounts. 15 3. The second negotiation is to reach a middle point. Try to get 45-60% discount of the original price. If it is impossible, try to get somewhere around 70-85%. Try to negotiate in a friendly way. If the agreement cannot be reached, walk away again. 4. The final negotiation will be the last attempt. Be firm and try to get 40% off. Some might finally give you 40% off, while some can’t due to different price strategies involved and store renting fees, staff cost, etc. To compare with our culture(as a foreigner), in our country, all the goods had set their fixed selling price, and most of the company usually have their own rule for market selling, therefore the vacuum for price negotiate will be less. 16 LANGUAGE BARRIER Our group members come from Nepal, Ghana, Tanzania, and Hong Kong. We speak different languages. English is our second language. We often face with language barrier within and outside the group. . Language barrier often is a big problem. If this was an outsourcing job or transcription work, language would probably have a major role, as both require clear understanding of the accents, practice of speaking in a fluent way. Cause of language barrier: 1. Emails – written communication we should be able to clearly understand written instructions and reply with clear and also follow rules in a polite way. Sometimes we often wrote a business mail in a friendly tone, instead we should write in a formal way. 2. Phone Calls While working with an outsourcing partner, providing a phone number for emergencies may seem to be a good idea. However if this phone number happens to be attended by a non-English speaking person, it will serve nothing but a source of irritation. So we can think of giving the mobile number of a representative who can speak with clear and patience – even if the resolution is not attained on the call in itself. 17 Useful method between different language. Pictogram and simple image are useful method as icon or sign for almost every place. It means they are efficient to give information to people without any words. They have high possibility to support the communication between two people without spoken language. Conclusion We need to use English to communicate with each other, when we were going to Nanhai to take the video, sometimes we need to use Chinese to communicate with the local Chinese people. When people from different countries speak in different languages, we often face difficulties an understanding each other. We cannot express our meaning in a proper way. During our research, when we took the train, there was problem in translating Chinese characters. So it is quite hard for us to find the way to the shoe factory. In addition, the English level of a local Chinese are mainly still in low level, some of them even cannot understand what we are asking. I think it is what we are called language barriers. 18 Chapter 4 TIPS TO NEGOTIATE WITH CHINESE The intensive research negotiation we conducted at Yuehai Shoes Materials factory widened up our knowledge about Chinese negotiation. We believe through this report you have acquired some usefully tips on how to strategically negotiate with Chinese. Upon what you have learned here are our recommendations for you to conquer any negotiation: ? Be prepared†¦Ã¢â‚¬ ¦ Make sure you are well prepared. ? Understand the cultural differences†¦. Get to know the other culture. ? Don’t be afraid of negotiation†¦ if you can talk you can negotiate. ? Show some emotions (share some burden)†¦remember, people value them. ? Be on time†¦.. time is money. ? Be careful†¦ use appropriate language. ? Be in control†¦ don’t allow other things to distract your focus. ? Give some room for the other party (compromise whenever necessary). ? Show some vivid example†¦ a picture is worth a thousand words. 19 CONCLUSION â€Å"Deal is always better that no deal. †7 As hard as negotiation may seem to be, its outcomes are almost always worth the endurance. In different cultures where there are different goals, different point of views, different interests, different values and beliefs, different needs and different decision making styles; it takes a considerably huge amount of effort for sellers and buyers to reach the agreement zone. Both parties must be willing to give up part of their wish or lower their requirements which do not happen easily. With better understanding of both cultures of the parties involved, the negotiation will yield more significance solutions. One should keep in mind that negotiation is the cornerstone of any successfully business in the world. Despite the difficulties involved in the strategic negotiation, lets us follow the words of one of our great fathers who once said, â€Å"Let’s never negotiate out of fear, but lets us never fear to negotiate. †8 7 Professor Shia Yun Chiang class PowerPoint presentation 8a.