Negotiating with the Chinese: Their Views on Tactics and Relationships

20 Pages Posted: 11 Nov 2008

See all articles by Cheryl Rivers

Cheryl Rivers

University of the Sunshine Coast

Date Written: November 9, 2008

Abstract

The Chinese negotiation style is enigmatic for many foreign negotiators. Of particular concern is the use of unscrupulous tactics by the Chinese. This paper explores how Chinese negotiators think about ethically ambiguous negotiation tactics focusing on how the relationship with the other party influences perceived appropriateness of such tactics. Two studies are presented: an interpretation of interview data, followed by a study measuring differences in ratings of appropriateness of ethically ambiguous negotiation tactics according to the closeness of a relationship with the other party. The implications of the finding that Chinese negotiators rate tactics as significantly less appropriate when they have a relationship with the other party is discussed.

Suggested Citation

Rivers, Cheryl, Negotiating with the Chinese: Their Views on Tactics and Relationships (November 9, 2008). IACM 21st Annual Conference Paper. Available at SSRN: https://ssrn.com/abstract=1298526 or http://dx.doi.org/10.2139/ssrn.1298526

Cheryl Rivers (Contact Author)

University of the Sunshine Coast ( email )

90 Sippy Downs Dr
Sippy Downs QLD, 4556
Australia

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