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Navigating Ambiguity: Distributive and Integrative Negotiation Tactics in China

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  • Petra Y. Barthelmess
  • Patricia Enzmann
  • Michael Settelen
  • Nicolas Schärmeli

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.

Suggested Citation

  • Petra Y. Barthelmess & Patricia Enzmann & Michael Settelen & Nicolas Schärmeli, 2018. "Navigating Ambiguity: Distributive and Integrative Negotiation Tactics in China," Central European Business Review, Prague University of Economics and Business, vol. 2018(2), pages 21-43.
    • Handle: RePEc:prg:jnlcbr:v:2018:y:2018:i:2:id:197:p:21-43
    DOI: 10.18267/j.cebr.197
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    References listed on IDEAS

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    1. Ghauri, Pervez & Fang, Tony, 2001. "Negotiating with the Chinese: a socio-cultural analysis," Journal of World Business, Elsevier, vol. 36(3), pages 303-325, October.
    2. Zhang, Jian-Dong & Liu, Leigh Anne & Liu, Wu, 2015. "Trust and Deception in Negotiation: Culturally Divergent Effects," Management and Organization Review, Cambridge University Press, vol. 11(1), pages 123-144, March.
    3. Phatak, Arvind V. & Habib, Mohammed M., 1996. "The dynamics of international business negotiations," Business Horizons, Elsevier, vol. 39(3), pages 30-38.
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    Cited by:

    1. Guo, Wenqian & Lu, Wenxue & Gao, Xinran, 2022. "Exploring configurations of negotiating behaviors in business negotiations: A qualitative comparative analysis," Journal of Business Research, Elsevier, vol. 147(C), pages 435-448.
    2. Annamaria Di Fabio & Mirko Duradoni, 2020. "Humor Styles as New Resources in a Primary Preventive Perspective: Reducing Resistance to Change for Negotiation," IJERPH, MDPI, vol. 17(7), pages 1-15, April.

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    More about this item

    Keywords

    Integrative bargaining; distributive bargaining; negotiation tactics; Chinese negotiation; Chinese negotiation principles;
    All these keywords.

    JEL classification:

    • F23 - International Economics - - International Factor Movements and International Business - - - Multinational Firms; International Business
    • F51 - International Economics - - International Relations, National Security, and International Political Economy - - - International Conflicts; Negotiations; Sanctions
    • Z1 - Other Special Topics - - Cultural Economics

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