Negotiation: The Chinese Concept

    loading  Checking for direct PDF access through Ovid

Abstract

It is no understatement to say that negotiation activity has skyrocketed in China in recent years; however, these negotiations are frequently unsatisfactory. Part of the reason for this lack of success is that Chinese people have a conception of negotiation that is fundamentally different from that of people in the West. Based on extensive interviews with Chinese and non-Chinese negotiators over a period of five years, the author explains the Chinese approach by using two metaphors: “mobile warfare” and the “joint quest.” Understanding this approach has significant implications for negotiation practice.

Related Topics

    loading  Loading Related Articles