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Chinese values and negotiation behaviour: A bargaining experiment


Chuah, S-H and Hoffman, R and Larner, J, Chinese values and negotiation behaviour: A bargaining experiment, International Business Review, 23 pp. 1203-1211. ISSN 0969-5931 (2014) [Refereed Article]

Copyright Statement

Copyright 2014 Elsevier Ltd. All rights reserved.

DOI: doi:10.1016/j.ibusrev.2014.05.002


The importance of Chinese culture in cross-national negotiation has become conventional wisdom in international business research and practice. However, empirical work has not sufficiently established whether, how and under what conditions specific cultural values of the Chinese affect their negotiation decisions. This paper reports an experiment with a purpose-designed game task in which Chinese subjects divide a fixed gain over escalating stages. We find that concerns for face and harmony promote cooperative negotiation decisions while desire to win and risk seeking accentuate competitive ones. Values only predict behaviour in the critical, final stage of the bargaining process supporting a dynamic view of the effect of culture in negotiation.

Item Details

Item Type:Refereed Article
Keywords:China, culture, experiment, negotiation, values
Research Division:Economics
Research Group:Applied economics
Research Field:Experimental economics
Objective Division:Economic Framework
Objective Group:Microeconomics
Objective Field:Preference, behaviour and welfare
UTAS Author:Chuah, S-H (Professor Swee-Hoon Chuah)
ID Code:137147
Year Published:2014
Web of Science® Times Cited:10
Deposited By:Economics and Finance
Deposited On:2020-02-03
Last Modified:2020-04-24

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