Negotiation Across China

China has become a major topic of conversation in
academic, business and negotiation literature in
recent times, as has the concept of guanxi
behaviour. However, we know little about how guanxi
in non-Eastern cultures, feel about this idea. For
this reason, three research questions were developed
in the Literature Review. The research methodology
is qualitative, based on the interpretivism paradigm
using a phenomenology research design. The findings
were also triangulated using the focus group
interviews.

The research data analysis is based on the Stevick-
Colaizzi-Jeen method by Moustakas (1994). The
results show that guanxi itself is a quality built
on relationships, favours, dependence, competency,
experience and adaptation rather than inter-
organisation relationships. Furthermore, the study
of guanxi needs to be done by examining both
internal factors and external factors which
influence the negotiation of an enterprise.
Finally, guanxi strategies aim to improve: (1)
guanxi quality; (2) negotiation performance; (3)
competitive position; and (4) competitive advantage
for win-win negotiation purposes.

Autorentext

Dr. Liu was awarded his Doctor of Business Administration program at Southern Cross University in 2009. His areas of teaching and research interest are international business and China study. He specialises in qualitative research methodologies and has published on the topics of guanxi and business negotiation in international journals.

Klappentext

China has become a major topic of conversation in academic, business and negotiation literature in recent times, as has the concept of guanxi behaviour. However, we know little about how guanxi in non-Eastern cultures, feel about this idea. For this reason, three research questions were developed in the Literature Review. The research methodology is qualitative, based on the interpretivism paradigm using a phenomenology research design. The findings were also triangulated using the focus group interviews. The research data analysis is based on the Stevick-Colaizzi-Jeen method by Moustakas (1994). The results show that guanxi itself is a quality built on relationships, favours, dependence, competency, experience and adaptation rather than inter-organisation relationships. Furthermore, the study of guanxi needs to be done by examining both internal factors and external factors which influence the negotiation of an enterprise. Finally, guanxi strategies aim to improve: (1) guanxi quality; (2) negotiation performance; (3) competitive position; and (4) competitive advantage for win-win negotiation purposes.