Sub-cultural business negotiation: A Taiwanese and Japanese-Chinese case study

The purpose of this study was to reach the following objectives through a questionnaire survey: 1. understand the patterns of business negotiation in Taiwanese and Chinese-Japanese merchants, 2. understand the sub-cultures in Taiwanese and Chinese-Japanese merchants and their influences on negotiations, and 3. analyze the variables and determine the key factors influencing the different types of conflicts between Taiwanese and Chinese-Japanese merchants and how "constructive confrontations" can be achieved. This study discovered there is not much difference between the negotiation styles in Taiwanese and Chinese-Japanese merchants as both groups believe the best style of negotiation is being rational, practical, collaborative, and willing to compromise, while obedient and controlling styles are less appropriate. Taiwanese negotiators are better than the Chinese-Japanese counterparts in case of a relational conflict, and both perform equally well when dealing with a task-oriented conflict.