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

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.