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The Cultural Dimensions of Negotiation: The Chinese Case

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  • Guy Oliver Faure

    (Racot et Eggimann)

Abstract

Culture is one of the major components of negotiation and plays an especially crucial role in international relations. The current state of research is presented and discussed. The type of influence of culture is specified and compared with other categories such as strategic behavior and structural determination. Then, referring to the China case, the way culture impacts on the key elements of negotiation such as actors, structures, strategies, process, and outcome is described and analyzed. Lastly, culture's consequences on the negotiator's cognition, beliefs, behaviors and identity are investigated.

Suggested Citation

  • Guy Oliver Faure, 1999. "The Cultural Dimensions of Negotiation: The Chinese Case," Group Decision and Negotiation, Springer, vol. 8(3), pages 187-215, May.
    • Handle: RePEc:spr:grdene:v:8:y:1999:i:3:d:10.1023_a:1008682612803
    DOI: 10.1023/A:1008682612803
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    References listed on IDEAS

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    1. Faure, Guy Olivier & Le Dong, Van & Shakun, Melvin F., 1990. "Social-emotional aspects of negotiation," European Journal of Operational Research, Elsevier, vol. 46(2), pages 177-180, May.
    2. James A. Wall Jr. & Michael Blum, 1991. "Community Mediation in the People's Republic of China," Journal of Conflict Resolution, Peace Science Society (International), vol. 35(1), pages 3-20, March.
    3. John L. Graham & Alma T. Mintu & Waymond Rodgers, 1994. "Explorations of Negotiation Behaviors in Ten Foreign Cultures Using a Model Developed in the United States," Management Science, INFORMS, vol. 40(1), pages 72-95, January.
    4. Daniel Druckman & Alan A. Benton & Faizunisa Ali & J. Susana Bagur, 1976. "Cultural Differences in Bargaining Behavior," Journal of Conflict Resolution, Peace Science Society (International), vol. 20(3), pages 413-452, September.
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    Cited by:

    1. Zhenzhong Ma & Alfred Jaeger, 2005. "Getting to Yes in China: Exploring Personality Effects in Chinese Negotiation Styles," Group Decision and Negotiation, Springer, vol. 14(5), pages 415-437, September.
    2. Stephen Chen & Ronald Geluykens & Chong Ju Choi, 2006. "The importance of language in global teams: A linguistic perspective," Management International Review, Springer, vol. 46(6), pages 679-696, December.
    3. Melvin F. Shakun, 1999. "An ESD Computer Culture for Intercultural Problem Solving and Negotiation," Group Decision and Negotiation, Springer, vol. 8(3), pages 237-249, May.
    4. 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.
    5. Shira Tibon, 2008. "Applying Clinical Methods for Assessing Patterns of Functioning in Negotiation Processes: The Rorschach Reality-Fantasy Scale (RFS)," Group Decision and Negotiation, Springer, vol. 17(6), pages 541-552, November.

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