A Cultural Analysis of Chinese Negotiating Art - A Strategic Framework
Xu, Xinjie (2007)
Xu, Xinjie
2007
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Today, comprehensive cooperation with China is enthusiastically pursued in the international diplomacy, business, and other international affairs. However, negotiating with the Chinese is not easy. The Chinese remain in many respects mysterious and confusing to the foreigners, who feel uncertain about Chinese negotiators. Culture studies provide a useful approach to understand the mind of Chinese negotiators and their negotiating art. However, in previous studies, there was still a lack of systematic and comprehensive research on negotiating with Chinese negotiators from a national culture perspective.
The objective of this research is to understand Chinese negotiators and their negotiating art through systematically analysis of Chinese national cultures. This research attempts to answer three major questions: 1) what are the primary culture traits which influence the Chinese negotiator’s mind? 2) Why does the Chinese negotiator negotiate and communicate in a distinctive way? 3) How does culture affect their negotiation? Theory of culture, negotiation, and communication serve as the theoretical building blocks in this research. A qualitative case study approach is adopted as a primary methodology. A strategic framework which synthesizes three models was suggested to approach questions based on theoretical and empirical research. I found national culture typically influences a Chinese negotiator’s strategic thinking, relationship, negotiating strategy, communication and time orientation. From an etic perspective: collectivism, hierarchy, communication and time orientation and from an emic perspective: Confucianism, Taoism, value system and Bing-fa are identified as the primary cultural traits which most influence the Chinese negotiator’s mind.
The objective of this research is to understand Chinese negotiators and their negotiating art through systematically analysis of Chinese national cultures. This research attempts to answer three major questions: 1) what are the primary culture traits which influence the Chinese negotiator’s mind? 2) Why does the Chinese negotiator negotiate and communicate in a distinctive way? 3) How does culture affect their negotiation? Theory of culture, negotiation, and communication serve as the theoretical building blocks in this research. A qualitative case study approach is adopted as a primary methodology. A strategic framework which synthesizes three models was suggested to approach questions based on theoretical and empirical research. I found national culture typically influences a Chinese negotiator’s strategic thinking, relationship, negotiating strategy, communication and time orientation. From an etic perspective: collectivism, hierarchy, communication and time orientation and from an emic perspective: Confucianism, Taoism, value system and Bing-fa are identified as the primary cultural traits which most influence the Chinese negotiator’s mind.