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https://doi.org/10.21256/zhaw-3972| Publikationstyp: | Beitrag in wissenschaftlicher Zeitschrift |
| Art der Begutachtung: | Peer review (Publikation) |
| Titel: | Navigating ambiguity : distributive and integrative negotiation tactics in China |
| Autor/-in: | Barthelmess Röthlisberger, Petra Enzmann, Patricia Settelen, Michael Schärmeli, Nicolas |
| DOI: | 10.21256/zhaw-3972 10.18267/j.cebr.197 |
| Erschienen in: | Central European Business Review |
| Band(Heft): | 7 |
| Heft: | 2 |
| Seite(n): | 21 |
| Seiten bis: | 43 |
| Erscheinungsdatum: | 2018 |
| Verlag / Hrsg. Institution: | Oeconomica |
| ISSN: | 1805-4862 1805-4854 |
| Sprache: | Englisch |
| Schlagwörter: | Chinese negotiation; Distributive bargaining; Integrative bargaining; Negotiation tactics |
| Fachgebiet (DDC): | 658.4: Leitendes Management |
| Zusammenfassung: | 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 |
| Volltext Version: | Publizierte Version |
| Lizenz (gemäss Verlagsvertrag): | CC BY 4.0: Namensnennung 4.0 International |
| Departement: | School of Management and Law |
| Enthalten in den Sammlungen: | Publikationen School of Management and Law |
Dateien zu dieser Ressource:
| Datei | Beschreibung | Größe | Format | |
|---|---|---|---|---|
| Navigating ambiguity.pdf | 2.06 MB | Adobe PDF |  Öffnen/Anzeigen |
Zur Langanzeige
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.
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