HCBE Faculty Articles

Title

Negotiating with modern Chinese professionals: A review of cultural considerations and cyberspace communication

Document Type

Article

Date

1-1-2013

Publication Title

Journal of Technology Management in China

ISSN or ISBN

1746-8779

Volume

8

Issue

3

First Page

190

Last Page

202

Description

Purpose – The purpose of this article is to highlight the importance of proper planning when negotiating with Chinese business professionals. The paper emphasizes face-to-face interaction more so than internet negotiations since relationship building is very important for Chinese negotiators. Design/methodology/approach – This paper used academic literature and book publications to glean the best practices for Chinese negotiation practices. Both face-to-face and cyberspace negotiation strategies are explored. Findings – It appears that these Chinese professionals initially focus on relationship and trust building before making any major deals. As such, traditional means of negotiations are preferred. Also, it should be noted that renegotiations are fairly common, even after a contract has been signed. A four-step negotiation model is recommended for negotiating with Chinese professionals. Research limitations/implications – Foreigners doing business in China must understand the local norms prior to undertaking any major negotiations. It is best to negotiate through face-to-face format with one's Chinese partners rather than relying on cyberspace technologies. Social implications – This paper is a review of practical literature to help international managers when they are negotiating with their Chinese counterparts. Originality/value – This is an original technical paper to help expatriates properly negotiate with Chinese negotiators.

DOI

10.1108/JTMC-07-2013-0031

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