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Negotiation: The Chinese Concept
Author(s) -
Faure Guy Olivier
Publication year - 1998
Publication title -
negotiation journal
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.238
H-Index - 32
eISSN - 1571-9979
pISSN - 0748-4526
DOI - 10.1111/j.1571-9979.1998.tb00154.x
Subject(s) - negotiation , china , period (music) , political science , psychology , public relations , sociology , law , aesthetics , philosophy
It is no understatement to say that negotiation activity has skyrocketed in China in recent years; however, these negotiations are frequently unsatisfactory. Part of the reason for this lack of success is that Chinese people have a conception of negotiation that is fundamentally different from that of people in the West. Based on extensive interviews with Chinese and non‐Chinese negotiators over a period of five years, the author explains the Chinese approach by using two metaphors: “mobile warfare” and the “joint quest.” Understanding this approach has significant implications for negotiation practice.