The cultural dimensions of negotiation: The Chinese case

Faure GO (1999). The cultural dimensions of negotiation: The Chinese case. Group Decision and Negotiation 8 (3): 187-215. DOI:10.1023/A:1008682612803.

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Abstract

Culture is one of the major components of negotiation and plays an especially crucial role in international relations. The current state of research is presented and discussed. The type of influence of culture is specified and compared with other categories such as strategic behavior and structural determination.

Then, referring to the China case, the way culture impacts on the key elements of negotiation such as actors, structures, strategies, process, and outcome is described and analyzed. Lastly, culture's consequences on the negotiator's cognition, beliefs, behaviors and identity are investigated.

Item Type: Article
Uncontrolled Keywords: Negotiation; Culture; International relations; China; Cognition; Behavior; Identity
Research Programs: Processes of International Negotiation Network (PIN)
Bibliographic Reference: Group Decision and Negotiation; 8(3):187-215 (May 1999)
Depositing User: IIASA Import
Date Deposited: 15 Jan 2016 02:10
Last Modified: 23 Feb 2016 12:05
URI: http://pure.iiasa.ac.at/5667

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