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Negotiating with modern Chinese professionals: A review of cultural considerations and cyberspace communication

Bahaudin G. Mujtaba (Nova Southeastern University, Fort Lauderdale, Florida, USA)

Journal of Technology Management in China

ISSN: 1746-8779

Article publication date: 7 October 2013




The purpose of this article is to highlight the importance of proper planning when negotiating with Chinese business professionals. The paper emphasizes face-to-face interaction more so than internet negotiations since relationship building is very important for Chinese negotiators.


This paper used academic literature and book publications to glean the best practices for Chinese negotiation practices. Both face-to-face and cyberspace negotiation strategies are explored.


It appears that these Chinese professionals initially focus on relationship and trust building before making any major deals. As such, traditional means of negotiations are preferred. Also, it should be noted that renegotiations are fairly common, even after a contract has been signed. A four-step negotiation model is recommended for negotiating with Chinese professionals.

Research limitations/implications

Foreigners doing business in China must understand the local norms prior to undertaking any major negotiations. It is best to negotiate through face-to-face format with one's Chinese partners rather than relying on cyberspace technologies.

Social implications

This paper is a review of practical literature to help international managers when they are negotiating with their Chinese counterparts.


This is an original technical paper to help expatriates properly negotiate with Chinese negotiators.



Special thanks go to the author's graduate students Bina Patel, Bruce Lee, Beata Shorter, Amanda Collins, Ann-Sofi Gustafsson, and Sharon Cohen for their review, suggestions, and contributions.


G. Mujtaba, B. (2013), "Negotiating with modern Chinese professionals: A review of cultural considerations and cyberspace communication", Journal of Technology Management in China, Vol. 8 No. 3, pp. 190-202.



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