Negotiating into China: the impact of individual perception on Chinese negotiation styles

Zhenzhong Ma

International Journal of Emerging Markets, 2006, vol. 1, issue 1, 64-83

Abstract: Purpose - As one of the most important emerging markets, China presents the greatest challenge to companies that are planning to enter its market. The purpose of this study is to examine a critical process required for any successful market entry – negotiation – and explore the impact of individual perception on negotiation process within Chinese culture. Design/methodology/approach - Specifically, the paper explores how negotiators' perception of the negotiation structure and the alternatives to the negotiated agreement would affect negotiation behaviors and outcomes in a Chinese context. Findings - The results showed that the perception of an integrative potential for the negotiation situation predicted more integrative behaviors and the perception of better alternatives predicted more competitive behaviors during a negotiation simulation. Originality/value - Implications are discussed on how to negotiate into China.

Keywords: Emerging markets; Negotiating; National cultures; Individual perception; China (search for similar items in EconPapers)
Date: 2006
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Persistent link: https://EconPapers.repec.org/RePEc:eme:ijoemp:17468800610645013

DOI: 10.1108/17468800610645013

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