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Specifics of Chinese Business Negotiation Practices

Author

Listed:
  • Jitka Odehnalová

    (University of Economics, Prague, Czech Republic)

Abstract

The new century is a turning point to the People’s Republic of China (further just China), home to one fifth of the world population. This “golden age” is uniquely characterized by a fast growing, internationalized market for products and services. An increasing number of Western companies engage in negotiations with their Asian business partners. These companies need to become familiar with the process of building and maintaining good relations with their Asian business partners. How to understand the Chinese way of negotiation? What are the key elements of the Chinese business culture? What are the philosophical roots of the Chinese negotiation strategy? What should managers and other businessmen know in order to be successful? This paper is discussing to the basic cultural determinants influencing the Chinese approach to business negotiations. This article reviews and summarizes the existing research in the field of international business negotiation with Chinese enterprises and suggests topics for further research, in the hope that this knowledge will be found useful by scholars and practitioners alike.

Suggested Citation

  • Jitka Odehnalová, 2008. "Specifics of Chinese Business Negotiation Practices," The AMFITEATRU ECONOMIC journal, Academy of Economic Studies - Bucharest, Romania, vol. 10(24), pages 283-296, June.
    • Handle: RePEc:aes:amfeco:v:10:y:2008:i:24:p:283-296
    as

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    References listed on IDEAS

    as
    1. S. G. Redding, 1980. "Cognition As An Aspect Of Culture And Its Relation To Management Processes: An Exploratory View Of The Chinese Case," Journal of Management Studies, Wiley Blackwell, vol. 17(2), pages 127-148, May.
    2. Ghauri, Pervez N. & Fang, Tony, 1999. "The chinese business negotiation process: a socio-cultural analysis," Research Report 99B15, University of Groningen, Research Institute SOM (Systems, Organisations and Management).
    3. repec:dgr:rugsom:99b15 is not listed on IDEAS
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    More about this item

    Keywords

    Culture; Negotiation; Cross-Cultural Negotiation; Confucianism; Buddhism; Taoism; Chinese Stratagems;
    All these keywords.

    JEL classification:

    • F51 - International Economics - - International Relations, National Security, and International Political Economy - - - International Conflicts; Negotiations; Sanctions

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