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 …

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

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