Gender impact on Chinese negotiation: some key issues for Western negotiators

Woo, Hong S. ORCID: https://orcid.org/0000-0002-7109-7722, Wilson, Doirean ORCID: https://orcid.org/0000-0002-9765-7804 and Liu, Jonathan (2001) Gender impact on Chinese negotiation: some key issues for Western negotiators. Women in management review, 16 (7) . pp. 349-356. ISSN 0964-9425 [Article] (doi:10.1108/EUM0000000006116)

Abstract

Utilises findings that relate to Chinese negotiation skills that can be used primarily as a guide for female Western negotiators wishing to do business with the Chinese. Evidence comes from observations and group discussions conducted with 31 female Chinese managers. Results show that there is a lot to consider when negotiating with the Chinese. The eight key characteristics which form an endemic part of Chinese culture are face, trust, friendship, ambiguity, patience, Guanxi networks, status, and Chinese protocols. Examines the gender impact of these characteristics on the negotiation process and assesses the ensuing implications for Western negotiators. Evidence suggests that first six characteristics are gender neutral while the latter two are gender biased. The women enrolled on the management programmes provided a “birds-eye-view” into the interactive behaviour and social upbringing of Chinese women, thus giving an insight into Chinese culture and customs. However, it is imperative to acknowledge that being a successful Chinese negotiator requires an “open minded” approach and heightened awareness of cultural differences.

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