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 …

Recent studies in Japanese and American negotiating styles are reviewed, and it is found that bargaining behaviours are … negotiation styles are understood, negotiating across cultures may be a more efficient process.  …

In this age of the global economy, negotiating across cultures is an inevitable part of doing business for firms … other cultures? To study these questions, cross‐cultural negotiating behaviour was examined using Hofstede’s criteria, to …