Moral Judgment and Market Negotiations: A Comparison of Chinese and American Managers

Abstract

Given the potential of the trading relationship between the People's Republic of China and the United States, insight into the Sino-American market negotiation process has never been more important. This exploratory study compares the Cognitive Moral Development (CMD) and negotiation style of international business people from mainland China with their direct American counterparts. In so doing, insight is gained concerning the cultural underpinnings of the market negotiation process with this very important, yet very foreign, Asian trading partner.