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dc.contributor.authorCheung, Ashley F.
dc.descriptionM.A. University of Kansas, East Asian Languages and Cultures 1996en_US
dc.description.abstractExploratory and interdisciplinary in nature, this study examines the role of perception, cultural orientation, and stereotypes in shaping Chinese and American negotiation styles. There were nine subjects (N=9) in the negotiation simulation. The negotiation between the Chinese from People's Republic of China and American subjects revolves around five issues: attitudes toward laws, ownership, contract length and termination, intellectual property rights and export controls.

In comparing the claims researchers have made about Chinese negotiation styles in the existing Sino-U.S. negotiation literature against my simulation outcomes, four themes are particularly prominent. First, cultural orientations (time-orientation, logical reasoning, individualism and collectivism, and high context cultures versus low-context cultures), cultural stereotypes, the concept of guanxi (relationships) and the issue of mianzi (face) are all important issues when examining Chinese negotiation styles.

Second, the findings of the simulation are generally consistent with the claims made in the past literature, despite the different methods employed. However, this study differs from the previous literature in that it also explores the underlying cultural assumptions affecting both Chinese and Americans' attitudes during negotiations.

Third, differences in intergroup perception, as illustrated in the East-West Questionnaire are an important aspect shaping Chinese and American negotiation styles. For instance, when negotiating with in-group members, Chinese negotiators are likely to be more open and cooperative than when they negotiate with someone they have met only for the first time.

Finally, the complex nature of the Sino-U.S. negotiation relationship may be understood by examining the interrelationships among various factors. These include political, economic, cultural, social and personal factors that may shape an individual's perception of the problems, hence affecting his or her negotiating strategies.
dc.publisherUniversity of Kansasen_US
dc.rightsThis item is protected by copyright and unless otherwise specified the copyright of this thesis/dissertation is held by the author.en_US
dc.titleAn interdisciplinary analysis of Sino-U.S. negotiation stylesen_US
dc.thesis.degreeDisciplineEast Asian Languages and Cultures

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