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East–West Differences in “Tricky” Tactics: A Comparison of the Tactical Preferences of Chinese and Australian Negotiators

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Abstract

How do Eastern and Western perceptions of “tricky” or ethically ambiguous negotiation tactics differ? We address this question by comparing 161 Chinese and 146 Australian participants’ ratings of the appropriateness of different types of negotiation tactics. We predict that their differing cultural values (e.g., individualism/collectivism, importance of face) as well as their different implicit theories of how negotiation ought to be conducted (i.e., mental models, such as captured in The Secret Art of War: The 36 Stratagems) will be salient in their perceptions of tactics. Examining 24 tactics falling into eight categories, we found that overall the Chinese respondents saw these tactics as more appropriate than did the Australian respondents. There were, however, differences across categories of tactics. Chinese participants rated tactics related to the 36 stratagems as significantly more appropriate than did Australian participants, including diverting attention, misrepresenting information and making false promises. In some cases, the Chinese also saw feigning positive feelings/emotions as more appropriate than did the Australian participants, while an Australian preference for feigning negative feelings/emotions was partially supported. The implications of these findings for practitioners are discussed, along with opportunities for future research.

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Authors and Affiliations

  1. School of Marketing and International Business, Victoria University of Wellington, PO Box 600, Wellington, 6140, New Zealand

    Cheryl Rivers

  2. IAG/PUC-Rio, Rua Marques de São Vicente, 225, Rio de Janeiro, 22451-900, Brazil

    Roger Volkema

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  1. Cheryl Rivers
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Correspondence to Cheryl Rivers.

Appendix

Appendix

In this questionnaire, you are asked to place yourself in a business scenario. You are being asked about negotiation tactics that may be considered controversial.

In completing this questionnaire, please try to be as candid as you can about what you think is appropriate and acceptable to do.

For each tactic please indicate how appropriate the tactic would be to use in the scenario.

If you need to explain your rating on a tactic, please do so in the margin or at the end/back of the questionnaire.

At the end of the survey there are questions about you so the effect of demographics can be analysed. Please note there is no record of who you are and you cannot be identified.

You are the lead negotiator for Company X and are engaged in a negotiation to sell an expensive turbine system to Company B. It is vital for your company that you secure the sale because the market has been very competitive lately and your company has not met its targets and will make losses unless this sale is secured.

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Rivers, C., Volkema, R. East–West Differences in “Tricky” Tactics: A Comparison of the Tactical Preferences of Chinese and Australian Negotiators. J Bus Ethics 115, 17–31 (2013). https://doi.org/10.1007/s10551-012-1372-9

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