Navigating Ambiguity: Distributive and Integrative Negotiation Tactics in China

Petra Y. Barthelmess, Patricia Enzmann, Michael Settelen and Nicolas Schärmeli

Central European Business Review, 2018, vol. 2018, issue 2, 21-43

Abstract: People usually view negotiations as either an integrative process in which both sides can gain (win-win) or a distributive struggle in which one side wins and the other loses (win-lose). Culture affects how people conduct negotiations, and the Chinese people can rely on a long civilizational tradition of both - highly refined integrative as well as smart and ruthless distributive negotiation styles. The coexistence of both styles may lead to ambiguous negotiation situations. The purpose of this study is to explore whether the relationship relevance influences the Chinese people's choice of negotiation style. We investigated the research question by conducting ten in-depth interviews among European executives with long-term experience in China and analyzed the content of the transcripts by deductively building qualitative categories. The findings indicate that high relationship relevance influences the Chinese negotiation style towards a more collaborative integrative approach. By focusing on the relationship aspect of negotiations, we aim to contribute towards better understanding in an under researched field of relationship's impact on negotiation.

Keywords: Integrative bargaining; distributive bargaining; negotiation tactics; Chinese negotiation; Chinese negotiation principles (search for similar items in EconPapers)
JEL-codes: F23 F51 Z1 (search for similar items in EconPapers)
Date: 2018
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (3)

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DOI: 10.18267/j.cebr.197

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