COMMUNICATION STRATEGIES AND LANGUAGE IN CHINESE BUSINESS NEGOTIATIONS: A SYSTEMATIC LITERATURE REVIEW
Kata Kunci:
Chinese business negotiation, communication strategy, cross-cultural negotiation, bibliometric analysis, future research direction, negotiator adaptation, mutual understandingAbstrak
Further research is needed to explore the specific impact of China's communication strategy on the negotiation process and outcome, as well as to identify effective adaptation strategies for foreign negotiators in negotiating with Chinese business partners. By understanding more deeply the characteristics of the communication strategies used by Chinese businessmen, it is hoped that foreign negotiators can develop a more effective approach to reach mutually beneficial agreements in the context of cross-cultural business negotiations. Furthermore, bibliometric analysis can provide a more comprehensive picture of research developments in this area, including a review of the number of publications, distribution by source, citation analysis, topic trends, and keywords. The findings of this analysis can reveal areas that have been explored in depth as well as research gaps that are still open for further study.
Referensi
Arma, O. (2022). THE IMPACT OF VIRTUAL ANCHOR PERCEIVED WARMTH AND COMPETENCE ON CONSUMER PURCHASE INTENTION IN DIGITAL MARKETING. Artificial Intelligence Research and Applied Learning, 1(1). https://journal.dinamikapublika.id/index.php/aira
Ladegaard, H. (2011). Negotiation style, speech accommodation and small talk in sino-western business negotiations: a hong kong case study. Intercultural Pragmatics, 8(2). https://doi.org/10.1515/iprg.2011.010
Leung, T., Chan, R., Lai, K., & Ngai, E. (2011). An examination of the influence of guanxi and xinyong (utilization of personal trust) on negotiation outcome in china: an old friend approach. Industrial Marketing Management, 40(7), 1193-1205. https://doi.org/10.1016/j.indmarman.2010.12.020
Liu, M. (2011). Cultural differences in goal‐directed interaction patterns in negotiation. Negotiation and Conflict Management Research, 4(3), 178-199. https://doi.org/10.1111/j.1750-4716.2011.00079.x
Mardhiyah, A. S. (2022). TECHNOLOGY’S ROLE IN RESHAPING THE E-COMMERCE LANDSCAPE. Artificial Intelligence Research and Applied Learning, 1(2). https://journal.dinamikapublika.id/index.php/aira
McColl, R., Descubes, I., & Elahee, M. (2017). How the chinese really negotiate: observations from an australian-chinese trade negotiation. Journal of Business Strategy, 38(6), 38-46. https://doi.org/10.1108/jbs-09-2016-0110
Pfajfar, G. and Małecka, A. (2022). Evaluating the role of confucian virtues in chinese negotiation strategies using a yin yang cultural perspective. European J of International Management, 17(2/3), 290. https://doi.org/10.1504/ejim.2022.120699
Putri, L. W. B. (2022). TRACING THE DEVELOPMENT OF MARKETING IN THE AI ERA: A COMPREHENSIVE LITERATURE ANALYSIS. Artificial Intelligence Research and Applied Learning, 1(1). https://journal.dinamikapublika.id/index.php/aira
Rolando, B., & Mulyono, H. (2025a). Diverse Learning Environments on Students Entrepreneurial Intentions. International Journal of Pedagogy and Teacher Education-9, 9(1), 119–137. https://doi.org/10.20961/ijpte.v9i1.98592
Rolando, B., & Mulyono, H. (2025b). E-Commerce as a Catalyst for Digital Economy Development: A Study of Marketing Strategies and Their Impact. Journal of Distribution Science, 23(4), 61–79. https://doi.org/10.15722/jds.23.04.202504.61
Rolando, B., Ariyanto, K., Alexia, K. R., & Hartanti, R. (2022). PERAN AI DAN BIG DATA DALAM MENGOPTIMALKAN STRATEGI PEMASARAN DIGITAL. Artificial Intelligence Research and Applied Learning, 1(1). https://journal.dinamikapublika.id/index.php/aira
Setiawan, B. L. T. (2022). ANALISIS PERAN AUGMENTED REALITY (AR) DALAM PEMASARAN DAN DAMPAKNYA PADA PERILAKU KONSUMEN. Artificial Intelligence Research and Applied Learning, 1(1). https://journal.dinamikapublika.id/index.php/aira
Spijkman, M. and Jong, M. (2020). Beyond simplifications: making sense of paradoxical chinese values in chinese-western business negotiations. International Journal of Business Communication, 60(1), 130-149. https://doi.org/10.1177/2329488420907138
Tan, D. M. (2022). A SYSTEMATIC REVIEW OF THE AI-POWERED MARKETING REVOLUTION: FROM TRADITIONAL TO DATA-DRIVEN APPROACHES. Artificial Intelligence Research and Applied Learning, 1(2). https://journal.dinamikapublika.id/index.php/aira
Tu, Y. (2012). A comparison on business negotiation styles with education. Information Management and Business Review, 4(6), 317-331. https://doi.org/10.22610/imbr.v4i6.986
Tu, Y. (2012). Cultural characteristics and negotiation styles. Journal of Economics and Behavioral Studies, 4(5), 297-306. https://doi.org/10.22610/jebs.v4i5.330
Wijaya, A. J. (2022). PERAN DAN IMPLEMENTASI TEKNOLOGI KECERDASAN BUATAN DALAM PENGALAMAN KONSUMEN E-COMMERCE: SEBUAH TINJAUAN SISTEMATIS. Artificial Intelligence Research and Applied Learning, 1(1). https://journal.dinamikapublika.id/index.php/aira
Winata, V. (2022). OPTIMIZING BIG DATA PROCESSING THROUGH ARTIFICIAL INTELLIGENCE: A SYSTEMATIC LITERATURE REVIEW. Artificial Intelligence Research and Applied Learning, 1(2). https://journal.dinamikapublika.id/index.php/aira
Yang, W. (2012). Small talk: a strategic interaction in chinese interpersonal business negotiations. Discourse & Communication, 6(1), 101-124. https://doi.org/10.1177/1750481311432519
Zhang, Z. and Zhang, M. (2013). Guanxi, communication, power, and conflict in industrial buyer-seller relationships: mitigations against the cultural background of harmony in china. Journal of Business-to-Business Marketing, 20(2), 99-117. https://doi.org/10.1080/1051712x.2013.775625
