Navigating ambiguity : distributive and integrative negotiation tactics in China

Barthelmess Röthlisberger, Petra; Enzmann, Patricia; Settelen, Michael; Schärmeli, Nicolas

doi:10.21256/zhaw-3972

Please use this identifier to cite or link to this item: https://doi.org/10.21256/zhaw-3972

Publication type:	Article in scientific journal
Type of review:	Peer review (publication)
Title:	Navigating ambiguity : distributive and integrative negotiation tactics in China
Authors:	Barthelmess Röthlisberger, Petra Enzmann, Patricia Settelen, Michael Schärmeli, Nicolas
DOI:	10.21256/zhaw-3972 10.18267/j.cebr.197
Published in:	Central European Business Review
Volume(Issue):	7
Issue:	2
Page(s):	21
Pages to:	43
Issue Date:	2018
Publisher / Ed. Institution:	Oeconomica
ISSN:	1805-4862 1805-4854
Language:	English
Subjects:	Chinese negotiation; Distributive bargaining; Integrative bargaining; Negotiation tactics
Subject (DDC):	658.4: Executive Management
Abstract:	People usually view negotiations as either an integrative process in which both sides can gain (win-win) or a distributive struggle in which one side wins and the other loses (win-lose). Culture affects how people conduct negotiations, and the Chinese people can rely on a long civilizational tradition of both – highly refined integrative as well as smart and ruthless distributive negotiation styles. The coexistence of both styles may lead to ambiguous negotiation situations. The purpose of this study is to explore whether the relationship relevance influences the Chinese people’s choice of negotiation style. We investigated the research question by conducting ten in-depth interviews among European executives with long-term experience in China and analyzed the content of the transcripts by deductively building qualitative categories. The findings indicate that high relationship relevance influences the Chinese negotiation style towards a more collaborative integrative approach. By focusing on the relationship aspect of negotiations, we aim to contribute towards better understanding in an under researched field of relationship’s impact on negotiation.
URI:	https://digitalcollection.zhaw.ch/handle/11475/10324
Fulltext version:	Published version
License (according to publishing contract):	CC BY 4.0: Attribution 4.0 International
Departement:	School of Management and Law
Appears in collections:	Publikationen School of Management and Law

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Barthelmess Röthlisberger, P., Enzmann, P., Settelen, M., & Schärmeli, N. (2018). Navigating ambiguity : distributive and integrative negotiation tactics in China. Central European Business Review, 7(2), 21–43. https://doi.org/10.21256/zhaw-3972

Barthelmess Röthlisberger, P. et al. (2018) ‘Navigating ambiguity : distributive and integrative negotiation tactics in China’, Central European Business Review, 7(2), pp. 21–43. Available at: https://doi.org/10.21256/zhaw-3972.

P. Barthelmess Röthlisberger, P. Enzmann, M. Settelen, and N. Schärmeli, “Navigating ambiguity : distributive and integrative negotiation tactics in China,” Central European Business Review, vol. 7, no. 2, pp. 21–43, 2018, doi: 10.21256/zhaw-3972.

BARTHELMESS RÖTHLISBERGER, Petra, Patricia ENZMANN, Michael SETTELEN und Nicolas SCHÄRMELI, 2018. Navigating ambiguity : distributive and integrative negotiation tactics in China. Central European Business Review. 2018. Bd. 7, Nr. 2, S. 21–43. DOI 10.21256/zhaw-3972

Barthelmess Röthlisberger, Petra, Patricia Enzmann, Michael Settelen, and Nicolas Schärmeli. 2018. “Navigating Ambiguity : Distributive and Integrative Negotiation Tactics in China.” Central European Business Review 7 (2): 21–43. https://doi.org/10.21256/zhaw-3972.

Barthelmess Röthlisberger, Petra, et al. “Navigating Ambiguity : Distributive and Integrative Negotiation Tactics in China.” Central European Business Review, vol. 7, no. 2, 2018, pp. 21–43, https://doi.org/10.21256/zhaw-3972.