Chinese Negotiating Styles: Japan’s Experience
CENTER OCCASIONAL PAPER ASIA-PACIFIC CENTER FOR SECURITY STUDIES HONOLULU, HAWAII DECEMBER 1998 Chinese Negotiating Styles: Japan's Experience Ambassador Kagechika Matano Executive Summary: The rise of China as a political and economic power in East Asia is creating more opportunities for cross-cultural negotiations between China and various governments and outside organizations. As the frequency of these negotiations grows, however, some are wondering if China has a particular negotiating style and, if so, what lessons can be learned from this style. In September, 1998, the Asia-Pacific Center for Security Studies held a conference designed to study Chinese negotiating behavior in the context of [...]
