A Study on China’s Characteristics’ Negotiation Strategy

This paper divides China’s negotiations into three major types: hostile negotiations, concession-type negotiations, and ‘collision and cooperation’. Hostile negotiations are negotiations that are conducted with the intention of distrusting one side, lack of goodwill. As an example of hostile negotiations, the text cites the armistice negotiations in the Korean War and the ambassador-level talks between China and the United States from 1955 to 1970 as examples. Concession negotiations are similar to tributary-typed negotiation. In other words, it is a type of negotiation in which economic interests are sacrificed for political gain. The economic deficit can be compensated by a political surplus. As an example of concession-type negotiations, this article mainly analyzes the 23 agreements signed between Taiwan and mainland China in the Ma Ying-jiu period (2008-2016) and the agreements signed by China with the Third World countries before open door policy. ‘Conflict and cooperative negotiation’ is a negotiation in which both sides have common interests and there is also a conflict of interest between the two sides. As an example of this type, this article focuses on the The Sino-British Joint Declaration and the 1972 Shanghai Communique between China and the US. This paper intend to derive a unique negotiation strategy to China that is distinct from negotiation with other countries. At the same time, This paper is to provide a useful reference for experts in various fields who will know China’s negotiating strategy and behavior, and will engage in negotiations with China.