Quotation Kasper, Helmut, Schilcher, Stefan. 2011. Perceptions of Chinese negotiation behavior A quantitative study of differences in perceptions between Chinese and Western managers. In Proceedings of the International Conference on Management and Service Science (MASS 2011), Hrsg. J. M. Shaeffer; C.C Chan, 1-6. Danvers: IEEE.


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Abstract

Chinese-Western business negotiations often fail because of cultural differences. Our research aims at investigating whether and how the self-perception of Chinese negotiation behavior differs to the perception of Western managers. This contributes to identifying possible areas of conflict. For this reason a quantitative survey was conducted among managers from German speaking countries and from China. Our results show that the impact of Confucian values and external conditions on Chinese negotiation behavior are perceived similarly by Western and Chinese managers. However, the Western perception and interpretation of Chinese stratagems thinking differs significantly. In particular, our results show that the purpose of the principal agreement is perceived contrarily.

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Publication's profile

Status of publication Published
Affiliation WU
Type of publication Contribution to conference proceedings
Language English
Title Perceptions of Chinese negotiation behavior A quantitative study of differences in perceptions between Chinese and Western managers
Title of whole publication Proceedings of the International Conference on Management and Service Science (MASS 2011)
Editor J. M. Shaeffer; C.C Chan
Page from 1
Page to 6
Location Danvers
Publisher IEEE
Year 2011
ISBN 978-1-4244-6580-4

Associations

People
Kasper, Helmut (Details)
Schilcher, Stefan (Former researcher)
Organization
Management DP (Details)
Change Management and Management Development IN (Details)
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