Please use this identifier to cite or link to this item: https://doi.org/10.21256/zhaw-3972
Title: Navigating ambiguity : distributive and integrative negotiation tactics in China
Authors : Barthelmess Röthlisberger, Petra
Enzmann, Patricia
Settelen, Michael
Schärmeli, Nicolas
Published in : Central European Business Review
Volume(Issue) : 7
Issue : 2
Pages : 21
Pages to: 43
Publisher / Ed. Institution : Oeconomica
Issue Date: 2018
License (according to publishing contract) : CC BY 4.0: Attribution 4.0 International
Type of review: Peer review (publication)
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.
Departement: School of Management and Law
Publication type: Article in scientific journal
DOI : 10.21256/zhaw-3972
10.18267/j.cebr.197
ISSN: 1805-4862
1805-4854
URI: https://digitalcollection.zhaw.ch/handle/11475/10324
Appears in Collections:Publikationen School of Management and Law

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