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Chinese conflict preferences and negotiating behaviour: cultural and psychological influences
Organization Studies
  • Paul S Kirkbride, Hatfield Polytechnic Business School
  • Sara FY Tang, City Polytechnic of Hong Kong
  • Robert I Westwood, Chinese University of Hong Kong
Document Type
Publication Date
Peer Reviewed
Chinese perceptions and approaches to conflict resolution and thus affect Chinese negotiating behaviour. An attempt is made to illustrate salient cultural values and orientations, and empirical data is used to identify Chinese conflict preferences. The extent to which both these cultural values and conflict preferences have shaped a distinctive Chinese negotiation style is then examined.
Citation Information

Kirkbride, PS, Tang, SFY & Westwood, RI 1991, ' Chinese University of Hong Kong', Organization Studies, vol. 12, no. 3, pp. 365-386.

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