The Cultural Dimension of Negotiation: The Chinese Case

Group Decision and Negotiation

Volumn 8, Issue 3, 1999, Pages 187-215

  Faure, Guy Oliver ^a  

^a Racot et Eggimann   (France)

Author keywords

Behavior; China; Cognition; Culture; Identity; International relations; Negotiation

Indexed keywords

EID: 0033469102     PISSN: 09262644     EISSN: None     Source Type: Journal    
DOI: 10.1023/A:1008682612803     Document Type: Article

References (87)

1. Adler, N. (1986). International Dimensions of Organizational Behavior. Boston: Kent Publishing.
2. Alghanim, K. (1976). "How to Do Business in the Middle East," Management Review 65, 8.
3. Blaker, M. (1977). Japanese International Negotiating Style. New York: Columbia University Press.
4. Brown, B. (1977). "Face-Saving and Face-Restoration" in D. Druckman, (Ed.), Negotiations. Beverly Hills: Sage, pp 275-299
5. Campbell, N. (1989). A Strategic Guide to Equity Joint Ventures. Oxford: Pergamon Press.
6. Carnevale, P. (1995). "Property, Culture, and Negotiation," in R. Kramer and D. Messick (Eds.), Negotiation as a Social Process. Newbury Park, Sage.
7. Carnevale, P. and P. Radhakrishnan. (1994. Group Endowment and the Theory of Collectivism. University of Illinois at Urbana-Champaign, Department of Psychology.
8. Casse, P. (1982). Training for the Multicultural Manager. Washington D.C., Society of Intercultural Education, Training, and Research.
9. Chen, D. and G.O. Faure. (1995). "When Chinese Companies Negotiate with their Government," Organization Studies 16 (1), 27-54.
10. Chih, A. (1962). L'Occident Chrétien vu par les Chinois (1870-1900). Paris: P.U.F.
11. Confucian analects (1938). Transl. Waley, A. London: Allen and Unwin, XL, 40.
12. Cohen, R. (1993). "Advocate's View," in G.O. Faure and J. Rubin (Eds.), Culture and Negotiation. Newbury Park: Sage.
13. De Paw, J. (1981). U.S.-Chinese Trade Negotiations. New York: Praeger.
14. Demorgon, J. (1994). "Histoires et cultures," Intercultures 25/26, 65-123.
15. Demorgon, J. (1996). Complexité des cultures et de l'interculturel. Paris: Anthropos.
16. Deng, F. (1993). "Northern and Southern Sudan: the Nile," in G. O. Faure and J. Rubin (eds.), Culture and Negotiation. Newbury Park: California, Sage.
17. Druckman, D. et al. (1976). "Cultural Differences in Bargaining Behavior: India, Argentina, and the U.S.," Journal of Conflict Resolution 20 (3), 413-452.
18. Dupont, C. (1993) "Switzerland, France, Germany, the Netherlands: the Rhine," in G.O. Faure and J Rubin (eds.), Culture and Negotiation. Newbury Park: California, Sage.
19. Dupont, C. (1994). La négociation: conduite, théorie, applications. Paris: Dalloz.
20. Dupont, C. and G.O. Faure. (1991). "The Negotiation Process," in V. Kremenyuk (ed.) International Negotiation. San Francisco: Jossey-Bass.
21. Elgström, O. (1990). "Norms, Culture, and Cognitive Problems in Foreign Aid Negotiations," Negotiation Journal 6 (2), 147-160.
22. Elgström, O. (1994). "National culture and International Negotiations," Cooperation and Conflict 29 (3), 289-301.
23. Faure, G.O. (1995a). "Conflict Formulation: The Cross Cultural Challenge," in B. Bunker and J. Rubin (eds.), Conflict, Cooperation, and Justice. San Francisco: Jossey-Bass.
24. Faure, G.O. (1995b). "Nonverbal Negotiation in China," Negotiation Journal 11 (1), 11-18.
25. Faure, G.O. (1995c). "Research on Negotiation in China," PIN Points, Laxenburg, Austria, 8, 5-6.
26. Faure, G.O. (1998a). "Negotiation: the Chinese Concept," Negotiation Journal 14 (1), 137-148.
27. Faure, G.O. (1999). "Traditional Conflict Management," in I.W Zartman (ed.), Traditional Conflict: Medicine. Boulder (Col): Lynne Reiner (forthcoming).
28. Faure, G.O. "Joint Ventures in China and their Negotiation," in V. Kremenyuk and G. Sjöstedt (eds.), International Economic Negotiation 3(2), 31-52.
29. Faure, G.O. et al. (1998). La Négociation: situations et problématiques. Paris: Editions Nathan.
30. Faure, G.O. and D. Chen. (1997). "Chinese negotiations: Profiles and behaviors," The Journal of Euro-Asian Management 3 (2), 31-52.
31. Faure, G.O., V. Le Dong, and M. Shakun. (1990). "Social-emotional aspects of negotiation," European Journal of Operation Research 46 (2), 177-180.
32. Faure, G.O. and Li Zhaoxi. "Western negotiators: the Chinese vision," (forthcoming).
33. Faure, G.O. and J. Rubin (eds.) (1993). Culture and Negotiation. Newbury Park: California, Sage.
34. Fayerweather, J. and A. Kapoor. (1967). Strategy and Negotiation for the International Corporation. Cambridge, MA: Ballinger.
35. Fisher, R. and W. Ury. (1981). Getting to Yes: Negotiating Agreement without Giving in. Boston: Houghton Mifflin.
36. Frankenstein, J. (1986). "Trends in Chinese Business Practices: Changes in the Beijing Wind," California Management Review 29 (1), 148-160.
37. Gauthey, F. (1995). "Au-delà de la malédiction de Babel," A.N.D.C.P. Personnel 360, Mai, 59-61.
38. Graham, J. (1983). "Brazilian, Japanese, and American Business Negotiations," Journal of International Business Studies, Spring/Summer 14 (1), 47-61.
39. Graham, J. (1984). "A Comparison of Japenese and American Business Negotiations," International Journal of Research in Marketing 1, 51-68.
40. Graham, J. (1993). "The Japanese Negotiating Style: Characteristics of a Distinct Approach," Negotiation Journal 9 (2), April, 123-140.
41. Graham, J. (1996). "Vis-A-Vis: International Business Negotiations," in J.L. Usunier and P.N. Ghauri (eds.), International Business Negotiations. Oxford: Pergamon, pp. 69-90.
42. Graham, J., A. Mintu, and W. Rodgers. (1994). "Explorations of Negotiation Behavior in Ten Foreign Cultures using a Model Developed in the United States," Management Science 40 (1), 72-95.
43. Graham, J. and Y. Sano. (1984). Smart Bargaining: doing business with the Japanese. Cambridge (Mass.): Ballinger.
44. Granet, M. (1950). La pensée chinoise. Paris: Albin Michel.
45. Hall, E. (1976). Beyond Culture. New York: Doubleday.
46. Herskovitz, M.J. (1955). Cultural Anthropology. New York: Knopf.
47. Hofstede, G. (1980). Culture's Consequences. Beverley Hills: California, Sage.
48. Hofstede, G. (1987). "Relativité culturelle des pratiques et théorie de l'organisation," Revue Française de Gestion Septembre-Octobre, 10-21.
49. Hofstede, G. (1991). Culture and Organizations: Software of the Mind. London: McGraw-Hill.
50. Janosik, R. (1987). "Rethinking the Culture-Negotiation Link," Negotiation Journal 3, 385-395.
51. Jullien, F. (1992). La propension des choses; pour une histoire de l'éfficacité en Chine. Paris: Le Seuil.
52. Kaplan, R.B. (1966). "Cultural Thought and Patterns in Intercultural Education," Language Learning 16, 1-20.
53. Kimura, H. (1980). "Soviet and Japanese Negotiation Behavior: The Spring 1977 Fisheries Talks," Orbis 24 (1), 43-67.
54. Kirkbride, P., S. Tang, and R. Westwood. (1991). "Chinese Conflict Preferences and Negotiating Behaviour: Cultural and Psychological Influences," Organizational Studies 12 (3), 365-386.
55. Kissinger, H. (1979). White House Years. New York: Little, Brown and Co.
56. Klineberg, O. (1954). Social Psychology. New York: Holt.
57. Kremenyuk, V. (1993). "A Pluralistic Viewpoint," in G.O. Faure and J Rubin (eds.), Culture and Negotiation. Newbury Park: California, Sage.
58. Lang, W. (1993). "A Professional's View," in G.O. Faure and J Rubin (eds.), Culture and Negotiation. Newbury Park: California, Sage.
59. Lang, W. and G. Sjöstedt. Professional Cultures and International Negotiation (forthcoming).
60. Lax, D.A. and J.K. Sebenius (1986). The Manager as Negotiator. New York: Free Press.
61. Luo Guanzhong. (1991). Three Kingdoms. Los Angeles: University of California Press.
62. Martin, J.N. (1992). Cultures in Organizations. New York: Oxford University Press.
63. Miller, J.G. (1984). "Culture and Development of Everyday Social Explanation," Journal of Personality and Political Psychology 46, 961-978.
64. Miner, J.G. (1958). "Body Rituals Among the Nacirema," American Anthropologist 58, 503-507.
65. Needham, J. (1956). Science and Civilization in China. Cambridge: Cambridge University Press.
66. Pye, L. (1982). Chinese Commercial Negotiating Style. Cambridge (Mass.): Oelgeschlager, Gunn and Hain Publishers.
67. Pye, L. (1986). "The China trade: Making the Deal," Harvard Business Review, July-August, 74-80.
68. Redding, G. (1990). The Spirit of Chinese Capitalism. Berlin: De Gruyter.
69. Roth, A. et al. (1993). "Bargaining and Market Behavior in Jerusalem, Ljubljana, Pittsburgh, and Tokyo: An Experimental Study," American Economic Review 81.
70. Rubin, J., and B. Brown. (1975). The Social Psychology of Bargaining and Negotiation. New York: Academic Press.
71. Rubin, J., and F. Sander. (1991). "Culture, Negotiation, and the Eye of the Beholder," Negotiation Journal 7 (3), 249-254.
72. Salacuse, J. (1991). Making Global Deals. Boston: Houghton Mifflin.
73. Sawyer, J., and H. Guetzkow. (1985). "Bargaining and Negotiation in International relations," in H. Kelman (ed.), International Behavior: A Social-Psychological Analysis. New York: Holt, Rinehart, Winston.
74. Sjöstedt, G. (1994). "Negotiating the Uruguay Round of the G.A.T.T.," in I.W. Zartman, International Multilateral Negotiation. San Francisco: Jossey-Bass.
75. Sun Zi (Sun Tzu). (1963). The Art of War. Oxford: Clarendon Press.
76. Triandis, H.C. (1994). Culture and Social Behavior. New York: McGraw-Hill.
77. Tung, R. (1982). U.S.-China Trade Negotiations. New York: Pergamon Press.
78. Van Zandt, H.F. (1970). "How to Negotiate in Japan," Harvard Business Review 48, 45-56.
79. Wall, J.A., and M. Blum. (1991). "Community Mediation in the People's Republic of China," Journal of Conflict Resolution 35, 3-20.
80. Walton, J.A., and R.B. McKersie. (1965). A Behavioral Theory of Labor Negotiations. New York: McGraw-Hill.
81. Water Margin (Outlaws of the Marsh) (1937). Trans. J.H. Jackson, Hong Kong: Commercial Press.
82. Weiss, S. (1993). "Analysis of Complex Negotiations in International Business: The RBC Perspective," Organization Science 4 (2), 269-300.
83. Weiss, S. (1995). "International Business Negotiations Research: Bricks, Mortar, and Prospects," in B. Punnett and O, Shenkar. Handbook on International Management Research. London: Blackwell Publishers.
84. Weiss, S. and W. Stripp. (1985). "Negotiating with Foreign Business Persons," Working Paper 85-6, New York University Graduate School of Business Administration.
85. Zartman, I.W. (1976). The 50 per cent Solution. New York: Anchor Books.
86. Zartman, I.W. (1993). "A Skeptic's View," in G.O. Faure and J. Rubin (eds.), Culture and Negotiation. Newbury Park: California, Sage.
87. Zartman, I.W., and M. Berman. (1982). The Practical Negotiator. New Haven, CT: Yale University Press.