scholarly journals The Nature of Chinese Business Negotiation Behaviour: A Battlefield or a Gentlemen's Club?

2009 ◽  
Vol 17 (6) ◽  
pp. 52-62
Author(s):  
Jitka Odehnalová
Keyword(s):  
Business Negotiation ◽  
Chinese Business ◽  
Gentlemen's Club

A Comparison of Taiwanese and Philippine Chinese Business Negotiation Styles

2011 ◽  
Vol 39 (6) ◽  
pp. 765-772 ◽  
Author(s):  
Lieh-Ching Chang
Keyword(s):  
Cultural Differences ◽  
Chinese Culture ◽  
Business Negotiation ◽  
Chinese Business ◽  
Survey Questionnaires

The business negotiation styles of Taiwanese and Philippine Chinese were examined by means of 460 survey questionnaires. The design was based on the dual concern model developed by Pearson (1999) from the theory proposed by Blake and Mouton (1985) and explored the tendencies of negotiations and 5 negotiation category styles of accommodation, collaboration, avoidance, competition, and consultation. Results indicated that although both Taiwanese and Philippine Chinese belong to the Chinese culture, there are cultural differences. Philippine Chinese were more inclined to use the negotiation styles of accommodation and withdrawal, whereas Taiwanese used competition more, indicating that the Taiwanese tended to be more aggressive.

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

2014 ◽  
Vol 24 (3) ◽  
pp. 383-400 ◽  
Author(s):  
Zhenzhong Ma ◽  
Weiwei Dong ◽  
Jie Wu ◽  
Dapeng Liang ◽  
Xiaopeng Yin
Keyword(s):  
Business Negotiation ◽  
Chinese Business ◽  
Indigenous Perspective

scholarly journals The Impact of Culture on Business Negotiation Styles: A Comparative Study between Bangladesh and China

2018 ◽  
Vol 13 (8) ◽  
pp. 121
Author(s):  
Shen Gangyi ◽  
Md Rakibul Hoque ◽  
Peng Zhangwen
Keyword(s):  
International Business ◽  
Study Data ◽  
Cultural Dimension ◽  
Business Negotiation ◽  
Republic Of China ◽  
Business Executives ◽  
Chinese Business ◽  
Trade Partner ◽  
The Impact

The People’s Republic of Bangladesh is an emerging and booming trade partner with different countries especially with the People’s Republic of China. China achieved a double-digit GDP which is a remarkable economic record or milestone. A long-term win-win business relationship between Bangladesh and China is being sustained and through this relationship a significant number of business dealings have been made each and every year. One of the greatest challenges that Bangladeshi and Chinese business executives are facing in international business is effective communication with their counterparts during the negotiations. This study aims at investigating the impact of culture in negotiation styles – accommodation, collaboration, competition, compromise and withdrawal. Business executives were the targeted population for this study. About 50 business executives from Bangladesh and 40 Chinese business executives working in Bangladesh were selected for the study. Data has been analyzed by SPSS software. The finding shows that both groups have international business experiences and have completed successful negotiations before. Accommodation, competition, and withdrawal negotiation styles are affected by culture and other two styles – compromise and collaboration – are not affected by culture. Hofstede’s cultural dimension index also supports these hypotheses. The findings of this study will help both Chinese and Bangladeshi business executives to achieve successful negotiations.

scholarly journals Negotiation Differences between China and Poland

2016 ◽  
Vol 8 (3) ◽  
pp. 55-68
Author(s):  
Izabela Cichosz
Keyword(s):  
Cross Cultural ◽  
International Agreement ◽  
Business Negotiation ◽  
Business Transaction ◽  
Vital Part ◽  
Business People ◽  
Chinese Business ◽  
Cultural Negotiation ◽  
Different Cultures

Abstract Interaction is a vital part of every business transaction. In creating an international agreement, communication being an important assignment can be very demanding. In business negotiation, interactions do not only evolve within the business and customers but also with the dealers and every stakeholders that is included in the business transaction. More and more transactions are cross-cultural in their nature. Cross-cultural negotiation is prone fail as the individuals involved in these transactions are ignorant on how to pact with individuals of different cultures. This paper seeks to explore differences in cross-cultural negotiation between Polish and Chinese business people.

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