Gender impact on Chinese negotiation: some key issues for Western negotiators

Article


Woo, H., Wilson, D. and Liu, J. 2001. Gender impact on Chinese negotiation: some key issues for Western negotiators. Women in Management Review. 16 (7), pp. 349-356. https://doi.org/10.1108/EUM0000000006116
TypeArticle
TitleGender impact on Chinese negotiation: some key issues for Western negotiators
AuthorsWoo, H., Wilson, D. and Liu, J.
Abstract

Utilises findings that relate to Chinese negotiation skills that can be used primarily as a guide for female Western negotiators wishing to do business with the Chinese. Evidence comes from observations and group discussions conducted with 31 female Chinese managers. Results show that there is a lot to consider when negotiating with the Chinese. The eight key characteristics which form an endemic part of Chinese culture are face, trust, friendship, ambiguity, patience, Guanxi networks, status, and Chinese protocols. Examines the gender impact of these characteristics on the negotiation process and assesses the ensuing implications for Western negotiators. Evidence suggests that first six characteristics are gender neutral while the latter two are gender biased. The women enrolled on the management programmes provided a “birds-eye-view” into the interactive behaviour and social upbringing of Chinese women, thus giving an insight into Chinese culture and customs. However, it is imperative to acknowledge that being a successful Chinese negotiator requires an “open minded” approach and heightened awareness of cultural differences.

Research GroupDiversity and Gender group
PublisherMCB University Press
JournalWomen in Management Review
ISSN0964-9425
Publication dates
Print2001
Publication process dates
Deposited16 Mar 2009
Output statusPublished
Digital Object Identifier (DOI)https://doi.org/10.1108/EUM0000000006116
LanguageEnglish
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