Relationality in Business Negotiations: Evidence from China

  • Junjun Cheng Macquarie University
  • Yimin Huang Macquarie University
  • Yong Su Fudan University

Abstract

Studies on business negotiations have long held an arelational perspective on inherently interdependent and relational phenomena. Focusing on inter-firm business negotiations in a typical high relational social context (i.e., China), this research unraveled the complex mechanism underlying negotiation interactions by analyzing the role of relational elements embedded in negotiators’ communication process. The findings revealed positive impacts of relational orientation on both affective and instrumental relational commitment, the negative impact of instrumental relational commitment on information exchange quality, and the mediating role of information exchange quality between affective relational commitment and both dimensions of relational capital. This study supports the saliency of relationality in daily business negotiations. Keywords: Negotiation, Relationality, Guanxi, Relational Orientation, Relational Commitment, Relational Capital To cite this document: Junjun Cheng, Yimin Huang, and Yong Su, "Relationality in Business Negotiations: Evidence from China", Contemporary Management Research, Vol.12, No.4, pp. 497-524, 2016. Permanent link to this document: http://dx.doi.org/10.7903/cmr.16024

Author Biographies

Junjun Cheng, Macquarie University
Mr. Junjun Cheng is a Ph.D. candidate at Department of Marketing and Management, Macquarie University in Australia.
Yimin Huang, Macquarie University
Dr. Yimin Huang is a Lecturer in Marketing at Department of Marketing and Management, Macquarie University in Australia.
Yong Su, Fudan University
Dr. Yong Su is a Professor of Business Administration at School of Management, Fudan University in China.
Published
2017-12-30
How to Cite
Cheng, J., Huang, Y., & Su, Y. (2017). Relationality in Business Negotiations: Evidence from China. Contemporary Management Research, 12(4). https://doi.org/10.7903/cmr.16024
Section
Organization Behavior and Human Resource Management