How the Chinese really negotiate: observations from an Australian-Chinese trade negotiation
| Autor: | Rod McColl, Irena Descubes, Mohammad Niamat Elahee |
|---|---|
| Přispěvatelé: | Rennes School of Business |
| Rok vydání: | 2017 |
| Předmět: |
Value (ethics)
China Strategy and Management media_common.quotation_subject 050109 social psychology Taoism Participant observation Management Information Systems Originality Free trade agreement 0502 economics and business Conflict resolution research Economics 0501 psychology and cognitive sciences Marketing Conflict management media_common [SDV.NEU.PC]Life Sciences [q-bio]/Neurons and Cognition [q-bio.NC]/Psychology and behavior business.industry Trade negotiations 05 social sciences Australia Public relations Negotiation Observation research [SHS.GESTION]Humanities and Social Sciences/Business administration business 050203 business & management |
| Zdroj: | Journal of Business Strategy Journal of Business Strategy, Emerald, 2017, 38 (6), pp.38-46. ⟨10.1108/JBS-09-2016-0110⟩ |
| ISSN: | 0275-6668 |
| DOI: | 10.1108/jbs-09-2016-0110 |
| Popis: | Purpose Previous research suggests that negotiation style and conflict management strategies are influenced heavily by cultural factors. In the case of the Chinese, findings have largely produced stereotypical views about their behavior, but the authors argue that this position is becoming increasingly blurred in the global economy. Design/methodology/approach Data were collected using participant observation during negotiations of a free-trade agreement between China and Australia followed by in-depth interviews with Chinese delegates. Findings Consistent with Confucianism and a Taoism-based value system, there was evidence of strong cultural influence on conflict management approaches. Two a priori Chinese strategies were evident – avoidance and accommodating, with five tactics. However, contrary to previous research, the authors found use of two conflict management strategies normally associated with a western approach – competing and compromising, with five associated tactics. Practical implications Chinese negotiators are knowledgeable and capable of adopting western negotiation strategies and tactics. The authors advise managers involved in international negotiations with Chinese managers to be cautious when relying on historical stereotypical assessments and to think differently about the emerging Chinese negotiator. Originality/value Few published negotiation studies involve real negotiations based on actual observations, particularly in an international setting. Contrary to many published studies, we demonstrate that conflict management approaches used by Chinese negotiators have evolved into a blend of traditional Chinese and western styles. |
| Databáze: | OpenAIRE |
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