Cultural obstacles to negotiations: new research in China


This chapter utilises research material from a recent cross-cultural negotiation project. The authors aim at identifying a few critical points of characters when negotiating with Chinese.

1. Cultural differences

2. The meaning of Confucian culture and its five formal relationships

3. The impact of Mao on the Chinese culture

4. The important role of Communist party and party secretaries

5. The impact of single child polity on the Chinese culture and the new 4–2–1 family

6. The key to success – bicultural negotiators

Key words

negotiation with Chinese

negotiation styles

cross-cultural negotiation

commercial negotiation with Chinese

Confucian culture

hidden agendas

high ...

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