Chinese Negotiators: Tradition and Modernity

Since China opened to the outside world in 1978, Chinese negotiators have made considerable changes in the ways they consider negotiation, strategies to implement action, and tactics used. The underlying values of their practice have also undergone a notable evolution. However, there are dimensions which remain stable and constitute the core of what could be defined as the deep "Chineseness" of these negotiators. This essay provides insight into Chinese negotiation practice and its evolution.