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Pre-negotiation expectations in individualistic and collectivistic cultures : a study of Dutch and Chinese

Maximova, A. (2022) Pre-negotiation expectations in individualistic and collectivistic cultures : a study of Dutch and Chinese.

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Abstract:People negotiate on a daily basis about all sorts of things and, with the world being more connected than ever because of the influence that globalisation has had in nearly all facets of life, Western people face the challenge of negotiating with the Chinese more and more often. This is unsurprising as China’s market grows quickly and it has an increasing presence in the international arena. As such, this paper aims to take a step towards formulating what negotiators have had to figure out in practice: pre-negotiation expectations about the behaviour of the negotiating counterparty. Through a qualitative investigation, this study has identified 22 different expectations across a variety of topics using negotiation setting, i.e. power distribution, and the relationship between the negotiators as moderating variables. While this study was limited by time constraints and the number of participants, it nevertheless pointed to a highly contextual view of pre-negotiation expectations which are based on six semi-structured interviews with Dutch and Chinese participants who were able to share their perspectives and understandings on this matter. These perspectives further highlight the relevance of this study in that they demonstrate that the participants both agree and disagree on certain expectations. By representing these expectations with the context in which they were raised, this study aids by identifying in which circumstances expectations between Dutch and Chinese people may differ and why this is likely to be the case.
Item Type:Essay (Master)
Faculty:BMS: Behavioural, Management and Social Sciences
Subject:02 science and culture in general, 05 communication studies, 70 social sciences in general, 85 business administration, organizational science
Programme:Business Administration MSc (60644)
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