Negotiation beliefs: Comparing Americans and the Chinese

Zhi-Xue Zhang, Leigh Anne Liu and Li Ma

International Business Review, 2021, vol. 30, issue 5

Abstract: We address the micro foundations of international business research by examining negotiation beliefs as a parsimonious guide for international business negotiators. We conceptualise the construct of ‘negotiation beliefs’ as a negotiator’s cognition about the nature of negotiation and effective negotiation strategies. We integrate the negotiation literature and empirically investigate the differences and similarities in the negotiation beliefs of Americans and the Chinese. Across two studies, we conduct a conceptual analysis of negotiation beliefs and develop measures for the culturally similar and culturally different factors of the negotiation beliefs of Chinese and American negotiators. We find that negotiation beliefs can predict negotiation outcomes. Our findings indicate that Americans and the Chinese share negotiation beliefs about cooperation and competition. They also understand negotiation using culturally different factors, namely hierarchy and relationship for the Chinese and economic interest and confrontation for the Americans. We further discuss the theoretical and practical implications for international negotiations, particularly regarding disputes between the US and China.

Keywords: Negotiation beliefs; International business; Cross-cultural research; Americans; Chinese (search for similar items in EconPapers)
Date: 2021
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DOI: 10.1016/j.ibusrev.2021.101849

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