Negotiating in China: some issues for Western women

Abstract

This article addresses some issues for Western women in negotiating with individuals and organisations in China. To be successful in a Chinese negotiation requires an awareness and understanding of cultural differences, and negotiation characteristics and behaviour to avoid any misunderstanding or tension. Research results show that there are no major hurdles for Western women negotiators in China. There are, in fact, advantages if they follow a few guidelines. These include having a professional and businesslike approach and understanding the cultural characteristics of a Chinese negotiation. The advantages include being easily noticed, remembered and receiving concessions more readily than Western men. As a result, the negotiation receives more attention and consideration, thus facilitating the achievement of the negotiation goals.

Citation

Seng Woo, H. (1999), "Negotiating in China: some issues for Western women", Women in Management Review, Vol. 14 No. 4, pp. 115-120. https://doi.org/10.1108/09649429910274770