*Six Dimensions of Chinese Business Negotiation Style?
*Managerial Implications of Chinese Negotiating Style?
(1). Six Dimensions of Chinese Business Negotiation Style
In this section, I will talk about six dimensions of Chinese business negotiation style which represent six primary patterns of Chinese business negotiating behaviors: political, legal, technical, commercial, social, and strategic dimensions. Political behavior concerns how Chinese business decision- making process is influenced by Chinese politics; legal behavior deals with the Chinese attitude toward contracting and other legal arrangement; technical behavior concerns the Chinese attitude toward technology, technical specification, quality and so on; commercial behavior refers to how the Chinese bargain about price and other economic arrangements; social behavior refers to how the Chinese establish trust toward the other part through personal contacts and other forms of social interactions both verbal and non verbal during the negotiation process; and finally, strategic behavior shows how the Chinese manipulate various negotiating stratagems.
This dimensional analysis also suggests that Chinese negotiating style involve both rational and strategic patterns. Political, legal, technical, commercial and social patterns or dimensions represent rational Chinese negotiating behavior, whereas the strategic pattern or dimension constitutes strategic Chinese negotiating behavior
