Purpose – To examine the nature of Chinese business negotiating style in Sino‐Western business negotiations in business … absolute negotiating style but rather embraces a mixture of different roles together: “Maoist bureaucrat in learning …”, “Confucian gentleman”, and “Sun Tzu‐like strategist”. The Chinese negotiating strategy is essentially a combination of …

Trust plays a significant role in business peoples’ choices of negotiating tactics. This study compares the use of … generally accepted negotiating tactics with dubious ones. Findings from a sample of Mexican business people indicate that the …

The willingness of negotiating parties to cooperate, communicate, and compromise ‐ prerequisites of the problem …