The Cultural Dimensions of Negotiation: The Chinese Case

Author: Faure G.O.  

Publisher: Springer Publishing Company

ISSN: 0926-2644

Source: Group Decision and Negotiation, Vol.8, Iss.3, 1999-05, pp. : 187-215

Disclaimer: Any content in publications that violate the sovereignty, the constitution or regulations of the PRC is not accepted or approved by CNPIEC.

Previous Menu Next

Abstract

Culture is one of the major components of negotiation and plays an especially crucial role in international relations. The current state of research is presented and discussed. The type of influence of culture is specified and compared with other categories such as strategic behavior and structural determination. Then, referring to the China case, the way culture impacts on the key elements of negotiation such as actors, structures, strategies, process, and outcome is described and analyzed. Lastly, culture's consequences on the negotiator's cognition, beliefs, behaviors and identity are investigated.