Chinese Culture, Organizational Behavior, and International Business Management

By Ilan Alon | Go to book overview

6

Chinese Culture and Negotiation: Strategies for Handling Stalemates

Guy Olivier Faure and Ding Yifan

INTRODUCTION

Considering this world as it is, “there is no shortage of disputes, ” wrote H. Raiffa (1982:7). Disputes may arise in a host of circumstances, in the family, between friends, between individuals and the company, between developer and environmentalist, between companies, between companies and state, between nations. “Ours is an age of negotiation, ” Zartman (1976:2) had already observed in the 1970s. In a more and more interactive and at the same time uncertain, if not unstable world, negotiation has gained more and more importance as a procedure for settling divergences of interests. There are many ways that have been established throughout the ages to solve disputes and conflicts. The most effective resource has certainly been to resort to traditional wisdom (Faure, 2000) by means of arbitration, mediation, and negotiation.

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