An Analysis on Negotiation Styles by Religious Beliefs

Yu-Te Tu, Heng-Chi Chih


Globalization and economic openness have contributed to increased international negotiations in the 21st century. Despite the enthusiasm for increased global interaction and economic exchange, many people have found that cultural differences have hindered their ability to efficiently conduct business or negotiations due to their lack of understanding of the cultural differences in different countries.

This paper explores the impact of religious culture on negotiations. Specifically, we compare and contrast the effects of religious orientation on the negotiating styles of Greater China (Taiwan, Hong Kong and China). The research aims to investigate the role of religious culture as a factor in shaping the negotiation styles of people with different religious beliefs.

Casse and Deols’ model of four negotiation styles was utilized in the research. The research found that there are different negotiation styles among the three countries which vary to significant degrees based upon the religious cultures within Taiwan, Hong Kong and China. These differences have imbued each country with a specific set of values and attitudes relating to their cultures. This study may help people develop more successful negotiation skills by giving them insight into the nuances of negotiations, and by identifying implications for negotiations and areas for future scholarly inquiry.

Full Text: PDF DOI: 10.5539/ibr.v4n3p243

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