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The potential impacts of national feelings on international business negotiations: a study in the China context

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  • Shi, Xinping
  • Wright, Philip C.

Abstract

Business negotiations in China require patience, tenacity and an in-depth knowledge of Chinese culture and customs. This paper adds to our knowledge of the Chinese psyche by exploring the concept of national feelings and illustrating how they might affect negotiation processes and business relationships. The data are drawn from a large survey of Chinese negotiators (N=477) in Beijing, Shanghai and Guangzhou. The results suggest that national feelings need to be taken into account, by both Western and Chinese negotiators, or business negotiations can be severely compromised.

Suggested Citation

  • Shi, Xinping & Wright, Philip C., 2003. "The potential impacts of national feelings on international business negotiations: a study in the China context," International Business Review, Elsevier, vol. 12(3), pages 311-328, June.
    • Handle: RePEc:eee:iburev:v:12:y:2003:i:3:p:311-328
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    References listed on IDEAS

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    Cited by:

    1. Hsiangchu Lai & Her-Sen Doong & Chi-Chung Kao & Gregory E. Kersten, 2006. "Negotiators' Communication, Perception of Their Counterparts, and Performance in Dyadic E-negotiations," Group Decision and Negotiation, Springer, vol. 15(5), pages 429-447, September.
    2. Khakhar, Priyan & Rammal, Hussain Gulzar, 2013. "Culture and business networks: International business negotiations with Arab managers," International Business Review, Elsevier, vol. 22(3), pages 578-590.
    3. Al-Khatib, Jamal A. & Malshe, Avinash & AbdulKader, Mazen, 2008. "Perception of unethical negotiation tactics: A comparative study of US and Saudi managers," International Business Review, Elsevier, vol. 17(1), pages 78-102, February.

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