The Effect Of Guanxi On Chinese Arguers' Outcome

Negotiation is important area in both psychology and management studies. Various products had been produced from different perspectives which contributes to effective business practice. One purpose of our study is extending the negotiation research area in Chinese culture context. Guanxi is a special concept which cultuivated in native Chinese culture. The concept always being paid attention by many researchers who study Chinese psychology and behaviours. Therefore, we decided to introduce Guanxi into negotiation study.How negotiation outcomes affected by Guanxi? Does Chinese people hold different norms towards distinct Guanxi people, and theywill have different subjective value although their incomes are same in different Guanxi context? We taken an integrative negotiation exercises about "old car trade" to solve these problems. We recruited 190 native Chinese students to finish the simulation experiment. In the experiment, we controlled the Guanxi variable by divided it into acquaintance and stranger. The negotiation income for negotiators contains objective economic income and subjective psychological value. We care about economic income includes both personal income and integrative income. Moreover, refered to Thompson's model about negotiators' subjective perception, we made and/or modifies there inventories to measure negotiators' subjective perception about justice, self, and the relationship between them and their counterparts. The study revealed that:(1) Guanxi affects Chinese argurers whether or not reach deals, but Guanxi did not significantly affects their economic incomes. (2) Chinese disputants do not care about other party's profit in the stranger context;they care about other party's profit only in the acquaintance context. The influence of relationshipon Chinese people's justice perception is strikingly different from the westerners in the stranger context. But the situation may be reversed when income distance between own and the other party are too extreme. (3) In stranger situation, individuals' subjective self value increased following the enlargement of difference between own and other payoffs; in acquaintance situation, individuals' subjective self value are not influenced by difference between own and other payoffs (4) In acquaintance situation, difference between own and other payoffs positively forecasts the disputant's subjective relationship value when the disputant's payoff is less than his/her opponent; Difference between own and other payoff negatively forecasts the disputantâ–¡s perception of justice when the disputantâ–¡s payoff is more than his/her opponent. Difference between own and other payoffs did not significantly related to subjective relationship value.This paper contributed to Guanxiology methodology, and could stir researchers' interest in this area. Chinese scholars got used to Study Guanxi through documents or other Pure theory research. They seldom used empirical research. Needless to say, experiment paradigm used in the research could give a common Dialogue platform for Chinese sinology Scholars and their western counterparts. The result indicated that Guanxi specilism did exist in Chinese negotiation. Interestingly, acquaintance context could not assure win-win situation. People were more easy to reach an agreement in acquaintance context, but economic outcome were not better. The led us rethink Guanxi's effect on Chinese economy life. Moreover, this paper will give people reliable reference who want to negotiate with Chinese people.