Chinese Negotiation Style

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Chinese negotiation style

Chinese negotiation style


The magnitude of the body of research on commercial negotiation makes it impossible to review comprehensive publications as part of this research paper on the negotiations multicultural business. Culture can be defined as “a set of meanings, values and beliefs collective nature and have a certain durability that characterize a group of individuals on a national, ethnic or other and orient their behaviour” (Markus & Kitayama, 200363-87). Knowledge of culture and values of the opponent seems to have a positive effect on perception of the group and on the mutual perception of the negotiators (Kopelman et al., 2006, 81-101). As for the cognitive differences that may exist between negotiators from different cultures or the same culture, Kim (2001) shows that these differences are more important, disagreement over the level of opinion is high. But often the influence of culture on the action of a trader is not very noticeable (Kopelman et al., 2006, 81-101).

China, is perhaps the oldest living civilization in the world. The culture and traditions of this civilization are totally different from other civilizations. The Republic of China last heir of this civilization with a vast territory and population, has an increasingly important place in the world. During its long history, the empires of China decided to isolate it and direct it in a very conservative which prevented foreign cultures they get a bearing on the local culture. So during the last decades, the rapid growth of economic negotiations between Chinese foreign made a great curiosity to popularize Chinese culture, and thus achieve more effective to have negotiations. From an economic profile China is the world's largest market with more than 1,300 million potential consumers (approximately 30% live in cities and 60% in rural areas) with a GDP growth of between 7 and 8. “For these reasons, companies want to invest to use benefits as a workforce, which is very cheap in China, or sell their products in the markets of China's immense population of China, should know and be familiar with the structure negotiations in this country. In negotiations with Chinese firms, foreigners can see that there are key factors that differentiate the way to negotiate with their counterparts (Oetzel et al.,2008, 135-161).


A civilization as old as China, obviously for a long time developing various thoughts to facilitate and give meaning to everyday life. The culture of China is formed by three traditions of philosophy, Confucianism, Taoism and stratagems of the struggle. In the culture of these three philosophies negotiations determine how the Chinese rationalize their actions and decisions. James K and Cheng Qian Sebenious in Cultural Notes on Chinese Negotiating Behavior explained that these three are the most important philosophies and core determinants of culture and China's negotiating style. Be patient, a very important virtue of Confucianism, also targeting a harmonious relationship: a fundamental concept of Taoism and the survival instinct that is a motivation of stratagems of the ...
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