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Organization Studies
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Chinese Conflict Preferences and Negotiating Behaviour: Cultural and Psychological Influences

Paul S. Kirkbride

Hatfield Polytechnic Business School, Hertford, U.K

Sara F. Y. Tang

Department of Business and Management, City Polytechnic of Hong Kong, Kowloon, Hong Kong

Robert I. Westwood

Department of Organization and Management, Chinese University of Hong Kong, Shatin, New Territories, Hong Kong

This paper analyzes the extent to which both traditional Chinese cultural values and Chinese psychology influence Chinese perceptions and approaches to conflict resolution and thus affect Chinese negotiating behaviour. An attempt is made to illustrate salient cultural values and orientations, and empirical data is used to identify Chinese conflict preferences. The extent to which both these cultural values and conflict preferences have shaped a distinctive Chinese negotiation style is then examined.

Organization Studies, Vol. 12, No. 3, 365-386 (1991)
DOI: 10.1177/017084069101200302
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