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Chinese Conflict Management Styles and Negotiation Behaviours

An Empirical Test

University of Windsor, Canada

China has been one of the most important markets for western firms, but negotiating with the Chinese is quite a challenging task. Researchers have been investigating the distinctness in Chinese negotiation and conflict management styles, but have yet to provide solid evidence for it. An attempt is made in this study to illustrate how Chinese people approach conflicts, and thus how this affects their negotiation behaviours during business negotiation, which provides an empirical test of Chinese conflict management styles and their impact on negotiation outcomes. Results show that compromising and avoiding are the most preferred methods of conflict management in China, while accommodating and competing lead to more satisfaction during business negotiation. Managerial implications and future studies are then discussed.

Key Words: avoiding • Chinese culture • compromising • conflict management styles • negotiation behaviours

International Journal of Cross Cultural Management, Vol. 7, No. 1, 101-119 (2007)
DOI: 10.1177/1470595807075177


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