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The Cultural Context of Negotiations: The Implications of Chinese Interpersonal Norms

Faculty of Management at Tel Aviv University, Ramat Aviv, Tel Aviv, Israel

Simcha Ronen

College of Business and Public Administration, New York University, 600 Tisch Hall, Washington Square, New York, New York 10003

This article discusses distinctive characteristics of Chinese negotiating behavior as compared to that typical of the United States. Following a review of relevant research; the authors found that Confucian philosophy continues to provide the foundation of Chinese cultural traditions and values, with the tenets of harmony, hierarchy, developing one's moral potential and kinship affiliation having relevance for interpersonal behavior. An analysis of three key interpersonal norms illustrates the impact of culture on the negotiation process: emotional restraint and politeness as basic to communication, an emphasis on social obligations, and the interrelationship of the life domains of work, family, and friendship. Based on these norms, the authors offer recommendations for preparing, conducting, and concluding negotiations with one's Chinese counterparts.

The Journal of Applied Behavioral Science, Vol. 23, No. 2, 263-275 (1987)
DOI: 10.1177/0021886387232009


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