ABSTRACT
One of the most important criteria for successful business negotiations in China is that the international negotiators have to be very sensitive to the Chinese negotiation culture and customs. For the international negotiators, it is important for them to take into consideration the Chinese negotiation cultural sensitivities, requirements and customs during their negotiation planning and actual negotiations. The cultural background of negotiators could also seriously influence the way they display and control emotions during business negotiations in China. It is important that international negotiators, prior to starting negotiations in China, are trained to observe and analyze emotions during negotiations. Analysis of cultural differences in negotiation shows that negotiators from different countries might also have different cultural approaches to finalizing their negotiations and developing their final negotiation agreements and contracts. Analysis of negotiation cases have shown that cultural differences in negotiation attitude exist and that the Asian negotiators, especially Chinese and Japanese, often approach negotiations with the win–win, collaborative, negotiation attitude.
