Abstract
As the economics within Greater China become more internally linked together, it becomes increasingly important to understand the nuances of each culture encompassed by this term. There is very little comparing the negotiation styles of Chinese who live in Taiwan, Hong Kong, and Mainland China among themselves. To fill the gap, the present research focuses on negotiations style comparison by gender among Chinese in Taiwan, Hong Kong, and Mainland China. The population was chosen from public companies listed under the stock markets. Data was collected using an online survey technique. SPSS was used to conduct data analyses, and a variety of statistical measures were used, including descriptive statistics and MANOVA, and coefficient alphas was reported for modified instruments in order to address reliability and validity of the instrument. The study found that only the factual negotiation style showed a significant relationship with gender among the three regions. The researcher suggests that the negotiators still need to be trained in body language, strategies, temper control, international manners, and customs. A better knowledge of negotiation should be helpful in understanding business and in realizing which negotiation styles are most appropriate for a particular country. The appropriate negotiation skills can bring more competitive advantages and benefits.
Highlights
Introduction and BackgroundAs the economics within Greater China become more internally linked together, it becomes increasingly important to understand the nuances of each culture encompassed by this term
This study found significant differences (p
Taiwan negotiators who were male had a higher preference for the factual negotiation style than did male negotiators from Hong Kong and Mainland China
Summary
Introduction and BackgroundAs the economics within Greater China become more internally linked together, it becomes increasingly important to understand the nuances of each culture encompassed by this term. Taiwan, Hong Kong, and Mainland China largely originate from similar cultures and shared ancestry, their negotiation styles have been greatly influenced by their different socio-political systems (Prasad & Rumbaugh, 2003). The competing evaluations of the regions highlight the role of ethnic and cultural influences in the development of business climates Within these areas, the styles and skills relating to business negotiations have been greatly altered by the varied socio-political systems. As of social policies at that time were closely guided by the Soviet Union, much of the education system, and especially the university sector, was restructured along Soviet lines (Hayhoe, 1999) This continued until 1979, when Deng Xiaoping announced his “open door policy” (International Tax Review, 2007), resulting in Mainland China having more opportunities to contract with other countries. The present research focuses on negotiations style comparison by gender among Chinese in Taiwan, Hong Kong, and Mainland China
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