Cross Cultural Management: A Study on Negotiation Styles of Chinese and American People

CROSS CULTURAL MANAGEMENT

INTRODUCTION
Culture or nationality has a greater effect on the
negotiation (Ting‐Toomey, 2017). This
presentation will highlight the ways in which
Chinese and American people negotiate. In
Intercultural and Intracultural both Chinese and
American negotiate in a totally different manner.
On different aspects people from both these
nations have different approach to ethics
(Holliday, 2013).

Findings
According to the research:
• Overall Americans use less ethically
questionable actions than Chinese.
• On Intercultural basis Americans use
more such tactics but on intracultural
basis Chinese use more such tactics
(Liu, et. al. 2012).
• On attacking opponent’s network
Americans are equal likely as
Chinese in both intercultural and
intracultural negotiation. While
Chinese use these tactics less when
they do intercultural negotiation and
more in the case of intracultural
negotiation.