You will meet each of these negotiating archetypes in China – but things will not be quite what they seem. Two cultural factors influence how each negotiating style will appear in China

1. 5 Chinese Negotiating Styles
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2. Negotiation matrix of 2 dimensions – concern for
others’ goals and concern for one’s own goal.
Accommodators Compromisers
Competitive
Avoiders Collaborators
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3. Two cultural factors influence how each negotiating
style will appear in China:
• Relationships are currency to
1
Chinese negotiators, and the
banquets, dinners, KTVs and visits
are not just meeting places – they
are deal points.
• They all had read Sun Tzu’s “Art
2
of War” in junior high and now
swear that it governs the
placement of every delicate
strand of their grand strategy.
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