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The Cultural Dimensions of Negotiation: The Chinese Case

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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.

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  1. Racot et Eggimann, Paris, France

    Guy Oliver Faure (Sorbonne)

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Faure, G.O. The Cultural Dimensions of Negotiation: The Chinese Case. Group Decision and Negotiation 8, 187–215 (1999). https://doi.org/10.1023/A:1008682612803

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