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The Nature of Chinese Business Negotiation Behaviour: A Battlefield or a Gentlemen's Club?
[Povaha čínského obchodního jednání: Na válečném poli či mezi gentlemany]

Author

Listed:
  • Jitka Odehnalová

Abstract

Since the People's Republic of China (hereinafter referred to as China) opened its market to the rest of the world, an enormous necessity to negotiate with Chinese business partners has arisen. Businessmen from all over the world face Chinese counterparts more and more often, business relations are becoming deeper and negotiating skills play one of the key roles in the successful process of entering the Chinese market. Good interpersonal relations with Chinese business partners seem to be of great importance for creating and maintaining long-term business relations. What is the philosophy of the Chinese way of negotiation? What is the philosophical base of Chinese business behaviour? How to understand Chinese negotiation strategies? What are the specifics of the Chinese business culture? What are the critical points every negotiator should be aware of to be able to create and maintain successful business relationship with Chinese partners? This article points out fundamental cultural determinants which influence the Chinese business behaviour while focusing on individual negotiation philosophies.

Suggested Citation

  • Jitka Odehnalová, 2009. "The Nature of Chinese Business Negotiation Behaviour: A Battlefield or a Gentlemen's Club? [Povaha čínského obchodního jednání: Na válečném poli či mezi gentlemany]," Acta Oeconomica Pragensia, Prague University of Economics and Business, vol. 2009(6), pages 52-62.
    • Handle: RePEc:prg:jnlaop:v:2009:y:2009:i:6:id:288:p:52-62
    DOI: 10.18267/j.aop.288
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    References listed on IDEAS

    as
    1. 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).
    2. repec:dgr:rugsom:99b15 is not listed on IDEAS
    3. Kam-hon Lee & Guang Yang & John L Graham, 2006. "Tension and trust in international business negotiations: American executives negotiating with Chinese executives," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 37(5), pages 623-641, September.
    4. John L Graham, 1985. "The Influence of Culture on the Process of Business Negotiations: An Exploratory Study," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 16(1), pages 81-96, March.
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    More about this item

    Keywords

    National Culture; Business Negotiation; Cross-Cultural Business Negotiation; Cocianism; Buddhism; Taoism; Chinese Stratagems;
    All these keywords.

    JEL classification:

    • F23 - International Economics - - International Factor Movements and International Business - - - Multinational Firms; International Business

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