Negotiating with the Chinese: EANTs and all
Article first published online: 17 AUG 2009
© 2009 Wiley Periodicals, Inc.
Thunderbird International Business Review
Volume 51, Issue 5, pages 473–489, September/October 2009
How to Cite
Rivers, C. (2009), Negotiating with the Chinese: EANTs and all. Thunderbird Int'l Bus Rev, 51: 473–489. doi: 10.1002/tie.20284
- Issue published online: 17 AUG 2009
- Article first published online: 17 AUG 2009
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.