Finnish-Chinese intercultural communication: power and common ground

The overarching aim of this study is to investigate emerging power relations between Finns as sellers of investment opportunities and products and Chinese as investors, buyers, and partners. The study builds on the major themes in data collected ¿ adjustment of Finns to the Chinese, search of common ground with Chinese representatives, guest-host positioning during delegation visits, humor in negotiations, and the language aspect in co-operation. Five styles of positioning regarding power and common ground were found ¿ adjustment, use of existing common ground, autonomy, ¿soft¿ power, and pressure / hedging. As power relations switch in favour of Chinese representatives across the globe, the insights of the study can be applicable on a wider scale in similar settings. The perspective of Finnish representatives provided in this study may show some similarities with those of other small developed countries seeking Chinese co-operation and investment. The study has received the following reviews - ¿a new, unique perspective,¿ ¿interesting parallels between practice and tradition,¿ ¿bold theoretical contribution,¿ and ¿original approach based on positioning and narratives."