Perceptions of Chinese negotiation behavior A quantitative study of differences in perceptions between Chinese and Western managers

Chinese-Western business negotiations often fail because of
cultural differences. Our research aims at investigating whether
and how the self-perception of Chinese negotiation behavior
differs to the perception of Western managers. This contributes
to identifying possible areas of conflict. For this reason a
quantitative survey was conducted among managers from
German speaking countries and from China. Our results show
that the impact of Confucian values and external conditions on
Chinese negotiation behavior are perceived similarly by Western
and Chinese managers. However, the Western perception and
interpretation of Chinese stratagems thinking differs
significantly. In particular, our results show that the purpose of
the principal agreement is perceived contrarily.