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Confucian Ideal Personality and Chinese Business Negotiation Styles: An Indigenous Perspective
Zhenzhong Ma1; Weiwei Dong2; Jie Wu3,4; Dapeng Liang5; Xiaopeng Yin6
Source PublicationGroup Decision and Negotiation

China has become one of the most important economies in the global market, but negotiating with the Chinese remains a great challenge for most Westerners. This study is to help better understand Chinese business negotiation styles with an indigenous perspective by exploring the impact of Confucian ideal personality on business negotiation process in China. This study tests the effects of three key components of Confucian ideal personality—benevolence (Ren), wisdom (Zhi), and courage (Yong) on Chinese negotiation behaviors and further on negotiation outcomes with 200 business students in a simulated negotiation exercise. The results support the significant effects of benevolence and courage on Chinese business negotiation styles but wisdom is not found to have any significant impact in China. The overall pattern of the results substantiates the strong influence of Confucianism on Chinese negotiation styles, and provides an important supplement to negotiation theories developed in the West.

KeywordBenevolence China Confucianism Courage Negotiation Personality
URLView the original
Indexed BySSCI
WOS Research AreaBusiness ; Economics ; Social Sciences - Other Topics
WOS SubjectManagement ; Social Sciences, Interdisciplinary
WOS IDWOS:000352856300001
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Cited Times [WOS]:3   [WOS Record]     [Related Records in WOS]
Document TypeJournal article
Corresponding AuthorZhenzhong Ma
Affiliation1.Odette School of Business, University of Windsor, Windsor, Ontario N9B 3P4, Canada
2.School of Economics and Management, Shanghai Institute of Technology, Shanghai, China
3.Leeds University Business School, University of Leeds, Leeds, UK
4.Faculty of Business Administration, University of Macau, Macau, China
5.HIT-UMKC Institute for Entrepreneurship and Innovation, School of Economics and Management, Harbin Institute of Technology, Harbin, Heilongjiang, China
6.School of International Trade and Economics, University of International Business and Economics, Beijing, China
Recommended Citation
GB/T 7714
Zhenzhong Ma,Weiwei Dong,Jie Wu,et al. Confucian Ideal Personality and Chinese Business Negotiation Styles: An Indigenous Perspective[J]. Group Decision and Negotiation,2015,24(3):383-400.
APA Zhenzhong Ma,Weiwei Dong,Jie Wu,Dapeng Liang,&Xiaopeng Yin.(2015).Confucian Ideal Personality and Chinese Business Negotiation Styles: An Indigenous Perspective.Group Decision and Negotiation,24(3),383-400.
MLA Zhenzhong Ma,et al."Confucian Ideal Personality and Chinese Business Negotiation Styles: An Indigenous Perspective".Group Decision and Negotiation 24.3(2015):383-400.
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