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Please use this identifier to cite or link to this item: https://doi.org/10.21256/zhaw-3972
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dc.contributor.authorBarthelmess Röthlisberger, Petra-
dc.contributor.authorEnzmann, Patricia-
dc.contributor.authorSettelen, Michael-
dc.contributor.authorSchärmeli, Nicolas-
dc.date.accessioned2018-09-06T14:46:22Z-
dc.date.available2018-09-06T14:46:22Z-
dc.date.issued2018-
dc.identifier.issn1805-4862de_CH
dc.identifier.issn1805-4854de_CH
dc.identifier.urihttps://digitalcollection.zhaw.ch/handle/11475/10324-
dc.description.abstractPeople usually view negotiations as either an integrative process in which both sides can gain (win-win) or a distributive struggle in which one side wins and the other loses (win-lose). Culture affects how people conduct negotiations, and the Chinese people can rely on a long civilizational tradition of both – highly refined integrative as well as smart and ruthless distributive negotiation styles. The coexistence of both styles may lead to ambiguous negotiation situations. The purpose of this study is to explore whether the relationship relevance influences the Chinese people’s choice of negotiation style. We investigated the research question by conducting ten in-depth interviews among European executives with long-term experience in China and analyzed the content of the transcripts by deductively building qualitative categories. The findings indicate that high relationship relevance influences the Chinese negotiation style towards a more collaborative integrative approach. By focusing on the relationship aspect of negotiations, we aim to contribute towards better understanding in an under researched field of relationship’s impact on negotiation.de_CH
dc.language.isoende_CH
dc.publisherOeconomicade_CH
dc.relation.ispartofCentral European Business Reviewde_CH
dc.rightshttp://creativecommons.org/licenses/by/4.0/de_CH
dc.subjectChinese negotiationde_CH
dc.subjectDistributive bargainingde_CH
dc.subjectIntegrative bargainingde_CH
dc.subjectNegotiation tacticsde_CH
dc.subject.ddc658.4: Leitendes Managementde_CH
dc.titleNavigating ambiguity : distributive and integrative negotiation tactics in Chinade_CH
dc.typeBeitrag in wissenschaftlicher Zeitschriftde_CH
dcterms.typeTextde_CH
zhaw.departementSchool of Management and Lawde_CH
dc.identifier.doi10.21256/zhaw-3972-
dc.identifier.doi10.18267/j.cebr.197de_CH
zhaw.funding.euNode_CH
zhaw.issue2de_CH
zhaw.originated.zhawYesde_CH
zhaw.pages.end43de_CH
zhaw.pages.start21de_CH
zhaw.publication.statuspublishedVersionde_CH
zhaw.volume7de_CH
zhaw.publication.reviewPeer review (Publikation)de_CH
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Barthelmess Röthlisberger, P., Enzmann, P., Settelen, M., & Schärmeli, N. (2018). Navigating ambiguity : distributive and integrative negotiation tactics in China. Central European Business Review, 7(2), 21–43. https://doi.org/10.21256/zhaw-3972
Barthelmess Röthlisberger, P. et al. (2018) ‘Navigating ambiguity : distributive and integrative negotiation tactics in China’, Central European Business Review, 7(2), pp. 21–43. Available at: https://doi.org/10.21256/zhaw-3972.
P. Barthelmess Röthlisberger, P. Enzmann, M. Settelen, and N. Schärmeli, “Navigating ambiguity : distributive and integrative negotiation tactics in China,” Central European Business Review, vol. 7, no. 2, pp. 21–43, 2018, doi: 10.21256/zhaw-3972.
BARTHELMESS RÖTHLISBERGER, Petra, Patricia ENZMANN, Michael SETTELEN und Nicolas SCHÄRMELI, 2018. Navigating ambiguity : distributive and integrative negotiation tactics in China. Central European Business Review. 2018. Bd. 7, Nr. 2, S. 21–43. DOI 10.21256/zhaw-3972
Barthelmess Röthlisberger, Petra, Patricia Enzmann, Michael Settelen, and Nicolas Schärmeli. 2018. “Navigating Ambiguity : Distributive and Integrative Negotiation Tactics in China.” Central European Business Review 7 (2): 21–43. https://doi.org/10.21256/zhaw-3972.
Barthelmess Röthlisberger, Petra, et al. “Navigating Ambiguity : Distributive and Integrative Negotiation Tactics in China.” Central European Business Review, vol. 7, no. 2, 2018, pp. 21–43, https://doi.org/10.21256/zhaw-3972.


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