Cultural Differences in Business Negotiations Between China and the UK

DOI

10.2991/assehr.k.211011.079How to use a DOI?

Keywords

Strategic negotiation, Cross-cultural study, Cultural difference, China, UK

Abstract

China has been playing an increasingly significant role in nowadays business world. As a result, the need to better understand the Chinese pattern of business negotiation is becoming prominent. In this context, this study sets out to review what the Chinese and British cultural characteristics are and how they would impact their negotiation patterns. It is found that Chinese negotiators tend to be more collectivist while British negotiators are individualist. Also, Chinese negotiators focus more on human relations, and British negotiators are more interest-based. Finally, the Chinese negotiating strategies are oriented on the ultimate results whilst the British pay more attention to whether to abide by the regulations and procedures. With the discussion of two business negotiations cases, the above traits are illustrated. This study finally puts forward an array of recommendations that would help understand business negotiations with the Chinese.

Copyright

© 2021, the Authors. Published by Atlantis Press.

Open Access

This is an open access article distributed under the CC BY-NC license (http://creativecommons.org/licenses/by-nc/4.0/).

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TY  - CONF
AU  - Chuanqi Liu
AU  - Jiahao Lu
AU  - Yuxin Zhan
PY  - 2021
DA  - 2021/10/12
TI  - Cultural Differences in Business Negotiations Between China and the UK
BT  - Proceedings of the 2021 6th International Conference on Modern Management and Education Technology（MMET 2021）
PB  - Atlantis Press
SP  - 433
EP  - 437
SN  - 2352-5398
UR  - https://doi.org/10.2991/assehr.k.211011.079
DO  - 10.2991/assehr.k.211011.079
ID  - Liu2021
ER  -