Confucian Ideal Personality and Chinese Business Negotiation Styles: An Indigenous Perspective

被引：0
|
作者：
Zhenzhong Ma
Weiwei Dong
Jie Wu
Dapeng Liang
Xiaopeng Yin
机构：
[1] University of Windsor,Odette School of Business
[2] Shanghai Institute of Technology,School of Economics and Management
[3] University of Leeds,Leeds University Business School
[4] University of Macau,Faculty of Business Administration
[5] Harbin Institute of Technology,HIT
[6] University of International Business and Economics,UMKC Institute for Entrepreneurship and Innovation, School of Economics and Management
来源：
Group Decision and Negotiation | 2015年 / 24卷
关键词：
China; Confucianism; Benevolence; Courage; Negotiation; Personality;
D O I：
暂无
中图分类号：
学科分类号：
摘要：
China has become one of the most important economies in the global market, but negotiating with the Chinese remains a great challenge for most Westerners. This study is to help better understand Chinese business negotiation styles with an indigenous perspective by exploring the impact of Confucian ideal personality on business negotiation process in China. This study tests the effects of three key components of Confucian ideal personality—benevolence (Ren), wisdom (Zhi), and courage (Yong) on Chinese negotiation behaviors and further on negotiation outcomes with 200 business students in a simulated negotiation exercise. The results support the significant effects of benevolence and courage on Chinese business negotiation styles but wisdom is not found to have any significant impact in China. The overall pattern of the results substantiates the strong influence of Confucianism on Chinese negotiation styles, and provides an important supplement to negotiation theories developed in the West.
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页码：383 / 400
页数：17
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