The Influence Of Inconsistent Relationship Between The Result Of The Negotiations

Does different Guanxi situation impact the result of Chinese negotiations? If Guanxi situation does impact the result of Chinese negotiations, how it works? Are there any other factors that can influence the relation between Guanxi and the result of Chinese negotiations? The paper took an integrative negotiation exercise about "second-hand car trade" for the simulation experiment by using162native students. The study revealed that:(1) In asymmetric Guanxi situation, negotiators achieve lowest joint economic capital and lowest relational capital.(2) In high expectation situation, Chinese negotiation with acquaintances achieve highest joint economic capital and highest relational capital; Chinese negotiation with strangers achieve moderate joint economic capital and moderate relational capital.(3) In low expectation situation, Chinese negotiation with acquaintances achieve moderate joint economic capital and highest relational capital; Chinese negotiation with strangers achieve highest joint economic capital and moderate relational capital. Research finds that Guanxi situation can affect negotiation outcomes. Results are consistent with the theory of relational self-construal in negotiation.