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PurposeTo examine the nature of Chinese business negotiating style in Sino‐Western business negotiations in business‐to‐business markets involving large industrial projects from a social cultural point of view.Design/methodology/approachA conceptual approach developed from personal interviews.FindingsThis study reveals that the Chinese negotiator does not possess an absolute negotiating style but rather embraces a mixture of different roles together: "Maoist bureaucrat in learning", "Confucian gentleman", and "Sun Tzu‐like strategist". The Chinese negotiating strategy is essentially a combination of cooperation and competition (termed as the "coop‐comp" negotiation strategy in this study). Trust is the ultimate indicator of Chinese negotiating propensities and role choices.Research limitations/implicationsThe focus of this study is on Chinese negotiating style shown in large B2B negotiations with Chinese SOEs.Originality/valueDiffering from most other studies on Chinese negotiating style which tend to depict the Chinese negotiator as either sincere or deceptive, this study points out that there exists an intrinsic paradox in Chinese negotiating style which reflects the Yin Yang thinking. The Chinese negotiator has a cultural capacity to negotiate both sincerely and deceptively and he/she changes coping strategies according to situation and context, all depending on the level of trust between negotiating partners.

Using indigenous knowledge of Chinese culture and philosophy, this article critiques Geert Hofstede's fifth national culture dimension, i.e. 'Confucian dynamism', also referred to as 'long-term orientation'. The basic premise on which the dimension is founded is scrutinized and the way in which this index has been constructed is assessed in detail. It is argued that there is a philosophical flaw inherent in this 'new' dimension. Given this fatal flaw and other methodological weaknesses, the usefulness of Hofstede's fifth dimension is doubted. The article concludes by calling for new visions and perspectives in our cross cultural research.

In this article, we provide new insights into the longstanding empirical issue of whether the type of workplace savings plan offered by employers affects voluntary job separations by employees. In particular, we compare traditional registered pension plans (RPPs)—commonly DB plans with lock-in provisions and benefit schedules that are back-loaded in job tenure—and flexible group registered retirement savings plans (group RRSPs)—low-cost, portable, DC plans, as well as plans that offer a hybrid arrangement of the two. To this end, we use a Canadian employer–employee matched dataset that provides information on both job transitions and the types of workplace savings plans held by employees and offered by employers. This dataset makes it possible to control directly for a potential confounder that besets the related literature, namely that workers with different propensities to stay in their jobs may self-select into firms on the basis of the type of savings plan offered, by accounting for firm-level provisions and including firm fixed effects. The standard prediction from implicit contract theory is that traditional pensions reduce quit rates but flexible plans have little effect because of their portability. The results are partially consistent with this prediction. In particular, not having a workplace savings plan increases the quit rate by around 1.5 percentage points—an approximately 20 percent increase relative to belonging to a traditional pension plan. We observed little difference between having a flexible plan versus no coverage at all, on average, although imprecision of the estimator means the possibility that flexible plans induce staying behaviour also cannot be rejected. We found that hybrid arrangements, which are relatively common in Canada compared with flexible plans and are designed to jointly offer elements of traditional coverage and greater flexibility to workers, affect quitting the same as traditional pensions only. The results are robust to using different estimation techniques and controlling for the possibility that workers do not fully understand their plan type by accounting for the availability of plans within firms as reported by employers. Implications of these findings for current public policy are discussed.

AbstractSince China promulgated new minimum wage regulations in 2004, the frequency and magnitude of changes in minimum wages have been substantial. This paper uses county-level minimum wage data combined with urban household survey micro-dataset from 16 representative provinces as a merged county-level panel to estimate the employment effects of minimum wage changes in China over the 2002–2009 period. In contrast to the mixed results reported by previous studies using provincial-level data, we present evidence that minimum wage changes led to significant adverse effects on employment in the Eastern and Central regions of China, and resulted in disemployment for females, young adults, and low-skilled workers.JEL classifications:J38

This paper uses the national firm level survey data to investigate the effects of Chinese unions on firm performance. We show that Chinese unions have a strong State-Party voice face and a collective voice face but lack of monopoly face. The government influence plays an important role in unionization. The empirical findings on the effectiveness of unions are remarkable: unions in the workplace significantly improve productivity but reduce enterprise profitability. Moreover, the presence of unions in same region and industry generates negative spillovers on enterprise performance.