Sino-Western negotiating styles

Explores the different negotiating styles of the Chinese and the Westerners: the former taking a more relational approach, the latter more transactional. Analyses the main cultural reasons behind such a divergence and stresses the importance of being aware of and understanding these differences and the extent to which they affect the outcome of negotiation. Source: National Library of New Zealand Te Puna Matauranga o Aotearoa, licensed by the Department of Internal Affairs for re-use under the Creative Commons Attribution 3.0 New Zealand Licence.