Is the Trust Building Approach by Lewicki and Bunker Applicable to Negotiations with Chinese?

Is the Trust building approach by Lewicki and Bunker applicable to negotiations with Chinese?

Table of contents
1. 2. 2.1. Introduction............................................................................................ 3 Trust building......................................................................................... 3 Lewicki and Bunker – CBT, KBT & IBT ................................................ 4

2.1.1. Calculus-based trust ............................................................................. 4 2.1.2. Knowledge-based trust ......................................................................... 5 2.1.3. Identification-based trust ...................................................................... 6 2.1.4. Development of trust ............................................................................. 6 2.1.5. Implications for negotiations in general .............................................. 7 3. 3.1. 3.2. 3.3. 3.4. 3.5. 3.6. 3.7. 4. 5. Chinese Culture ..................................................................................... 8 Power Distance ...................................................................................... 9 Individualism versus Collectivism ....................................................... 9 Masculinity versus Femininity............................................................ 10 Uncertainty Avoidance ........................................................................ 10 Long-Term Orientation ........................................................................ 10 The Conept of Guanxi ......................................................................... 12 Implications for Negotiation ............................................................... 13 Applicability of Lewicki and Bunker’s research ............................... 14 References