Cultural characteristic prevalent in the Chinese negotiation process

Woo, Hong S. ORCID logoORCID: and Prud'homme, Celine (1999) Cultural characteristic prevalent in the Chinese negotiation process. European Business Review, 99 (5) . pp. 313-322. ISSN 0955-534X [Article] (doi:10.1108/09555349910288192)


This paper examines the prevalent characteristics inherent in negotiating with individuals and organisations in China. A successful negotiation with Chinese needs to be conducted in a way that is acceptable to the Chinese. Supported by literature, six cases are used to determine and illustrate these characteristics on the challenges facing the European negotiator in China. These include ways to influence the Chinese side and awareness of the cultural dynamics that account for Chinese behaviour in negotiations. Research results show that any European negotiator needs to be aware of the prevalent negotiation characteristics of status, face, trust, friendship, Guanxi network, ambiguity, patience and Chinese protocols. Their knowledge is essential to avoid any misunderstanding or tension when dealing with the Chinese. Evidence from this paper suggests that any European negotiator should understand Chinese behaviour before entering into a business relationship and to keep it going smoothly.

Item Type: Article
Research Areas: A. > Business School > International Management and Innovation
Item ID: 12976
Depositing User: Hong Woo
Date Deposited: 23 Jan 2014 07:00
Last Modified: 13 Oct 2016 14:29

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