CHINESE NEGOTIATION STYLES AND CULTURAL FACTORS

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ธัญสินี เลิศศิริวรพงศ์

Abstract

       China has more than 5,000 years of civilization. The Chinese communication methods are quite different from those of other countries, leading to difficulties in negotiations with the Chinese. Having a good understanding of Chinese cultural idiosyncrasies is crucial and can affect the outcome of negotiations. This article aims to study Chinese negotiation styles by linking Hofstede’s cultural dimensions with a collection of Chinese philosophies, e.g. Confucianism, Taoist philosophy, and the classic Chinese text on the Art of War.
       The Chinese have no fixed negotiation style. It is a combination of different roles. The doctrines of ancient Chinese philosophy that influence Chinese thinking include: the concept of honor, collectivism, guanxi (relationships), harmony, compromise, saving face, and the need for victory. The Chinese negotiation style is made up of a combination of the following: (1) a focus on respecting the honor of the negotiating partners; (2) the requirement that the resolution comes from a joint decision; (3) a focus on a compromise in which strategy is used to persuade the opponent to agree in order to win; (4) the belief in flexibility of the rules on the basis of circumstances; (5) a focus on long-term relationships; (6) not revealing direct emotions; and (7) modern Chinese people negotiate through compromise, but always insist on principles.

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How to Cite
เลิศศิริวรพงศ์ธ. (2019). CHINESE NEGOTIATION STYLES AND CULTURAL FACTORS. Panyapiwat Journal, 11(1), 273-288. Retrieved from https://www.tci-thaijo.org/index.php/pimjournal/article/view/186292
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Academic Article

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