Negotiating with the Chinese: Their Views on Tactics and Relationships

Cheryl Rivers
University of the Sunshine Coast

November 9, 2008

IACM 21st Annual Conference Paper

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.

Negotiating with the Chinese- Their Views on Tactics and Relationships