language, entertainment protocol, how to dress, and favourite negotiating tactics by buyers and sellers. Provides conclusions …

Purpose – Negotiating with the Chinese is an important topic in international business and cross‐cultural management …

Talks about the cultural aspects of negotiating in China and compares this with Western approaches. Focuses on cultural … factors (and the dominant role of Confucianism), followed by steps in the negotiating process. Explains Confucian ethics and …

of Chinese culture and provides a starting point for understanding the Chinese negotiating style. Western cultures have …

Purpose – The purpose of this paper is to examine the importance of the effect of culture when negotiating in an …. Originality/value – The paper shows that there is relatively little literature on negotiating across cultures, although the … and joint ventures, showing advice on negotiating across cultures will assume increasing importance.  …

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 …

northern Europeans and 15 Chinese managers, who have been negotiating with each other for several years. We highlight the …