Perceptions of self and other in United States-China business negotiations

This study examines the perceptions held by Chinese negotiators living in the United States of Chinese and American negotiating styles. Numerous books have been written regarding American perceptions of negotiations with the Chinese, but little data is available regarding Chinese perceptions of these negotiations. No previous study has examined the experience of overseas Chinese negotiators living in the U.S.; A survey was distributed over the internet to experienced Chinese negotiators living in the U.S. Thirteen responded, with half reporting that they use the win-win business negotiation approach and half reporting a win-lose negotiation approach. Further research is needed to determine under what conditions these approaches are used. In the second part of the survey the negotiation literature was largely replicated, with Chinese respondents reporting the same characteristics of American and Chinese negotiating styles as found by Western authors.; In the third part of the survey, the majority of subjects who lived in the United States for two years or fewer reported using American negotiating style when negotiating with Americans, while the majority of subjects who lived in the U.S. for more than two years reported using a combination of Chinese and American negotiating styles. The majority of respondents used either Chinese or a combination of Chinese and American negotiating styles when negotiating with fellow Chinese in the U.S.; Cross-cultural theory predicts that negotiating style is not changeable, and that respondents should use Chinese negotiating style. The reported use of American negotiating style was unexpected, and may indicate initial reactions to culture shock which are then mitigated by time. Overseas Chinese negotiators need to be interviewed extensively to determine under what circumstances they use a particular negotiating style, and their self-reported style preferences should be tested for accuracy through simulations or observation of actual negotiations.