The Growing Diversity of Chinese Negotiators during International Negotiations and Updated Negotiation Strategies

Abstract

This article aims to extend the notion of successful international negotiations beyond just recognizing personal and national information of the negotiators. We argue that in aggregate, international educational and life experiences of the negotiators abroad from their native/home country bring in different perspectives in the negotiation process. Thus, formulating negotiation plans targeting this specific aspect of negotiators’ profile would enlarge the probability of reaching an agreement among different parties. We particularly use the population of Chinese negotiators who have been educated abroad and/or lived abroad for an extensive length of time to illustrate our proposed mechanism of more successful negotiation process.