When Chinese Companies Negotiate with Their Government

Abstract

Drawing on case study material, this paper analyzes a complex negotiation between a Chinese company and local government. It highlights the main char acteristics of such a negotiation and describes the rationale and outcomes of the process. Observations made in a Chinese context may provide insights for negotiators working in other cultural contexts when they address the question of resolving universal difficulties in government-organization negotiations. Lessons are drawn on matters such as the logic implemented in order to deal with power within an asymmetric setting or some workable approaches used in conflict handling, especially in case of deadlock. Finally by emphasizing three cultural dimensions — national—ethnic, organizational and profes sional — this study analyzes some key features of negotiated management in the Chinese context.

Towards a hybrid model? A systematic review of human resource management research on Chinese state-owned enterprises (1993–2017)

“…Beijing, Shanghai, Guangdong, Jiangsu), which are at the forefront of Chinese economic reforms and open-up initiatives, whilst less developed inland regions remain under-researched (c.f., Jing & McDermott, 2013). Moreover, large SOEs in the manufacturing sector took centre stage in previous research, while less attention has been paid to small-and medium-sized SOEs (c.f., Danford & Zhao, 2012) and those operating in the high-tech (c.f., Derong & Faure, 1995) and service sectors. In a nutshell, the methodological approaches for studies on HRM in Chinese SOEs have been moving from qualitative interviews toward sophisticated quantitative methods.…”

“…For example, payroll expenditure is still controlled by the political institution (Chen et al, 2016). The governmental agency, rather than the SOE, is in the driver's seat when it comes to conflict management and negotiations (Derong & Faure, 1995).…”

Negotiating in China: Principles of Justice

“…Traditional mediation is also back with the "Guanxi" system, which enable parties to a dispute to get an external intervention to help solve the problem. The Guanxi can be defined as a network of people bound by a principle of mutual obligations (Chen & Faure 1995). In the tough and sometimes merciless Chinese global society, people need the support of small groups producing solidarity: Guanxi.…”

Le traitement négocié du conflit dans les sociétés traditionnelles

“…En cas de blocage, il peut recourir par exemple à la médiation par un groupe commun auquel les parties impliquées appartiennent. Une telle fonction peut être assurée en Afrique par les anciens ou en Chine par le « guanxi », un réseau de personnes liées par un système d'obligations mutuelles (Chen et Faure, 1995 ;Faure, 2000).…”