Understanding Chinese and Japanese negotiating styles

Abstract The purpose of this article is to explain various aspects of Chinese and Japanese business negotiating styles. Both the Chinese and Japanese have a reputation for being tough negotiators, but their strategies and tactics are neither unpredictable nor insurmountable. Although they share similar cultural traditions, they do have some notable differences. This article begins with an analysis of general perceptions of the Chinese and Japanese on negotiations, and then goes through different stages of the formal negotiating process while focusing on some of the tactics used either commonly or respectively by the Chinese and Japanese. It ends with a discussion on conflict management. Throughout the article, similarities and differences between the Chinese and Japanese are highlighted. The article presents a conceptual framework for understanding and comparing Chinese and Japanese negotiating styles. © 1993 John Wiley & Sons, Inc.