Negotiating with the Chinese: EANTs and all


  • Cheryl Rivers

    Corresponding author
    1. Senior lectureship, International Business, Faculty of Business, University of the Sunshine Coast, Queensland, Australia
    • Faculty of Business, University of the Sunshine Coast, Maroochydore DC Qld 4558, Australia, 61 75430 1230 (phone), 61 75430 1231 (fax)
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The Chinese negotiation style remains enigmatic for many foreign negotiators. This article is written for foreign negotiators going to China and explores how Chinese negotiators think about ethically ambiguous negotiation tactics (EANTs), focusing on how the relationship with the other party influences the appropriateness of such tactics. Two studies are presented: an interpretation of interview data followed by a survey that shows Chinese negotiators rate EANTs as significantly less appropriate when they have a relationship with the other party. Advice for negotiators going to China is provided. © 2009 Wiley Periodicals, Inc.