透视图(图形)
谈判
阴阳
心理学
传统医学
认识论
社会学
哲学
医学
社会科学
中医药
计算机科学
替代医学
人工智能
病理
作者
Gregor Pfajfar,Agnieszka Małecka
出处
期刊:European Journal of International Management
[Inderscience Enterprises Ltd.]
日期:2022-01-01
卷期号:17 (2/3): 290-290
被引量:5
标识
DOI:10.1504/ejim.2022.120699
摘要
The purpose of the paper is to assess the dynamic and paradoxical nature of Chinese culture and Confucian virtues; particularly, how deeply rooted they are in the culture and how they impact negotiation strategies of Chinese negotiators. A multiple case study method revealed important implications for negotiations with the Chinese. Just a few of the identified factors impacting negotiation strategies of the Chinese were location within China, industry, business partner personal characteristics, hierarchy, age, seniority and guanxi. More importantly, their negotiation strategies are changing in time, depending on the context and situation. In the case of high hierarchy and power distance, Chinese negotiators will resort to rites and rituals (li) as a tactic of a more competitive or distributive (win-lose) negotiation strategy. However, when they expect and seek long-term relationships (win-win negotiations), Confucian virtues of benevolence and compassion (ren), honesty and righteousness (yi) and faithfulness (xin) will be amplified. This study's findings present important implications for businesspeople negotiating with the Chinese and open new venues for future research.
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