Comparison Of The Chinese And Us Negotiation Styles


Wall (1985) defines negotiations as the process of exchanging ideas between two parties. They are normally conducted so as to articulate and possibly achieve either party’s objectives. Kipnis and Schmidt (1983) assert that negotiations are things that take part in our day to day lives. This can be in international relations, global businesses, sales transactions and merger agreements. The world is becoming more and more global. Consequently, it has become necessary to interact with people from completely different parts of the world. It is possible that most of the time two parties meeting at the negotiating table may have profound differences among them. This stems from the fact that cultures, objectives and situations may influence people’s behaviour. There have been certain characteristics that are distinctly common among certain negotiators. This means that one can identify particular countries with particular negotiating styles.

This particular essay will focus on the characteristics prevalent among the American negotiations and the Chinese. This is because the latter parties are quite different. There have bee major conflicts that have arise from those differences. However, one must not under estimate the fact that there are in deed some similarities between these two groups. (Bazerman & Carroll, 1987)

Understanding the background for Chinese and American negotiating behaviours

Agrarianism versus urbanism

In present day, most of the Chinese inhabitants live in the country side. This is deduced from the fact that close to sixty seven percent of the population is largely a labouring one. This implies that those inhabitants are largely influenced by their agrarian values. There are certain features that are necessary in order to survive in that system. First of all, there is a strong sense of loyally among them. On top of this, the whole system is holistic rather than individualistic. There is a need …