The Cultural Dimensions of Negotiation: The Chinese Case

Guy Oliver Faure
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Guy Oliver Faure: Racot et Eggimann

Group Decision and Negotiation, 1999, vol. 8, issue 3, No 2, 187-215

Abstract: 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.

Keywords: negotiation; culture; international relations; China; cognition; behavior; Identity (search for similar items in EconPapers)
Date: 1999
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DOI: 10.1023/A:1008682612803

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