Cultural differences in business negotiations between China and the UK
Zhan, Y., Lu, J. and Liu, C. (2021) Cultural differences in business negotiations between China and the UK. In: 2021 6th International Conference on Modern Management and Education Technology, September 10-12, 2021, Hunlunbuir, China.
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Abstract
China has been playing an increasingly significant role in nowadays business world. As a result, the need to better understand the Chinese pattern of business negotiation is becoming prominent. In this context, this study sets out to review what the Chinese and British cultural characteristics are and how they would impact their negotiation patterns. It is found that Chinese negotiators tend to be more collectivist while British negotiators are individualist. Also, Chinese negotiators focus more on human relations, and British negotiators are more interest-based. Finally, the Chinese negotiating strategies are oriented on the ultimate results whilst the British pay more attention to whether to abide by the regulations and procedures. With the discussion of two business negotiations cases, the above traits are illustrated. This study finally puts forward an array of recommendations that would help understand business negotiations with the Chinese.
| Item Type: | Conference or Workshop Item (Paper) |
|---|---|
| Keywords: | Strategic negotiation, Cross-cultural study, Cultural difference, China, UK |
| Divisions: | Food, Land and Agribusiness Management |
| Depositing User: | Mrs Rachael Giles |
| Date Deposited: | 02 Dec 2021 09:44 |
| Last Modified: | 02 Dec 2021 09:44 |
| URI: | https://hau.repository.guildhe.ac.uk/id/eprint/17763 |
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