Describe the preferred negotiating techniques that would be implemented by a manager from China. What conflict management techniques would he use? What role would a third-party negotiator be likely to have if no agreement could be reached?

What will be an ideal response?

Collectivist cultures see people as deeply embedded in social situations. As a result, collectivists are more likely to seek to preserve relationships and promote the good of the group as a whole than individualists. To preserve peaceful relationships, collectivists will avoid direct expression of conflicts, preferring to use more indirect methods for resolving differences of opinion. Compromising and avoiding are the most preferred methods of conflict management in China. Smoothing, or playing down differences while emphasizing common interests between the conflicting parties, is also a good technique to maintain relationships.

Collectivists such as the Chinese may also be more interested in demonstrations of concern and working through third parties to resolve disputes. A Chinese manager would most likely call in a mediator, a neutral third party who facilitates a negotiated solution by using reasoning and persuasion, earlier in the negotiation process in order to avoid conflict and maintain a relationship with all parties.