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Confucian Ideal Personality and Chinese Business Negotiation Styles: An Indigenous Perspective

Author

Listed:
  • Zhenzhong Ma

    (University of Windsor)

  • Weiwei Dong

    (Shanghai Institute of Technology)

  • Jie Wu

    (University of Leeds
    University of Macau)

  • Dapeng Liang

    (Harbin Institute of Technology)

  • Xiaopeng Yin

    (University of International Business and Economics)

Abstract

China has become one of the most important economies in the global market, but negotiating with the Chinese remains a great challenge for most Westerners. This study is to help better understand Chinese business negotiation styles with an indigenous perspective by exploring the impact of Confucian ideal personality on business negotiation process in China. This study tests the effects of three key components of Confucian ideal personality—benevolence (Ren), wisdom (Zhi), and courage (Yong) on Chinese negotiation behaviors and further on negotiation outcomes with 200 business students in a simulated negotiation exercise. The results support the significant effects of benevolence and courage on Chinese business negotiation styles but wisdom is not found to have any significant impact in China. The overall pattern of the results substantiates the strong influence of Confucianism on Chinese negotiation styles, and provides an important supplement to negotiation theories developed in the West.

Suggested Citation

  • Zhenzhong Ma & Weiwei Dong & Jie Wu & Dapeng Liang & Xiaopeng Yin, 2015. "Confucian Ideal Personality and Chinese Business Negotiation Styles: An Indigenous Perspective," Group Decision and Negotiation, Springer, vol. 24(3), pages 383-400, May.
    • Handle: RePEc:spr:grdene:v:24:y:2015:i:3:d:10.1007_s10726-014-9394-6
    DOI: 10.1007/s10726-014-9394-6
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    References listed on IDEAS

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    1. Guy Oliver Faure, 1999. "The Cultural Dimensions of Negotiation: The Chinese Case," Group Decision and Negotiation, Springer, vol. 8(3), pages 187-215, May.
    2. Liu, Leigh Anne & Friedman, Raymond A. & Chi, Shu-cheng, 2005. "‘Ren Qing†versus the ‘Big Five’ The Role of Culturally Sensitive Measures of Individual Difference in Distributive Negotiations," Management and Organization Review, Cambridge University Press, vol. 1(2), pages 225-247, July.
    3. De Dreu, Carsten K. W., 2003. "Time pressure and closing of the mind in negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 91(2), pages 280-295, July.
    4. Jonas F Puck & Dirk Holtbrügge & Alexander T Mohr, 2009. "Beyond entry mode choice: Explaining the conversion of joint ventures into wholly owned subsidiaries in the People's Republic of China," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 40(3), pages 388-404, April.
    5. Leigh Anne Liu & Raymond A. Friedman & Shu-cheng Chi, 2005. "'Ren Qing' versus the 'Big Five': The Role of Culturally Sensitive Measures of Individual Difference in Distributive Negotiations," Management and Organization Review, International Association of Chinese Management Research, vol. 1(2), pages 225-247, July.
    6. Zhenzhong Ma, 2010. "The SINS in Business Negotiations: Explore the Cross-Cultural Differences in Business Ethics Between Canada and China," Journal of Business Ethics, Springer, vol. 91(1), pages 123-135, February.
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    Cited by:

    1. Zhuo-Jia Zhao & Hung-Hsin Chen & Kevin W. Li, 2020. "Management of Interpersonal Conflict in Negotiation with Chinese: A Perceived Face Threat Perspective," Group Decision and Negotiation, Springer, vol. 29(1), pages 75-102, February.
    2. Lei Jing & Zhenzhong Ma & Zhijuan Ma & Baomin Chen & Shuya Cheng, 2020. "Nurse Practitioners’ Work Values and Their Conflict Management Approaches in a Stressful Workplace: A Taiwan Study," Sustainability, MDPI, vol. 12(3), pages 1-16, February.
    3. Heike Hennig-Schmidt & Gari Walkowitz, 2015. "Negotiations among Chinese and Germans - An Experimental Case Study," Cologne Graduate School Working Paper Series 06-01, Cologne Graduate School in Management, Economics and Social Sciences.

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