Relationality in Business Negotiations: Evidence from China


  • Junjun Cheng Macquarie University
  • Yimin Huang Macquarie University
  • Yong Su Fudan University



Studies on business negotiations have long held an arelational perspective on inherently interdependent and relational phenomena. Focusing on inter-firm business negotiations in a typical high relational social context (i.e., China), this research unraveled the complex mechanism underlying negotiation interactions by analyzing the role of relational elements embedded in negotiators’ communication process. The findings revealed positive impacts of relational orientation on both affective and instrumental relational commitment, the negative impact of instrumental relational commitment on information exchange quality, and the mediating role of information exchange quality between affective relational commitment and both dimensions of relational capital. This study supports the saliency of relationality in daily business negotiations. Keywords: Negotiation, Relationality, Guanxi, Relational Orientation, Relational Commitment, Relational Capital To cite this document: Junjun Cheng, Yimin Huang, and Yong Su, "Relationality in Business Negotiations: Evidence from China", Contemporary Management Research, Vol.12, No.4, pp. 497-524, 2016. Permanent link to this document:

Author Biographies

Junjun Cheng, Macquarie University

Mr. Junjun Cheng is a Ph.D. candidate at Department of Marketing and Management, Macquarie University in Australia.

Yimin Huang, Macquarie University

Dr. Yimin Huang is a Lecturer in Marketing at Department of Marketing and Management, Macquarie University in Australia.

Yong Su, Fudan University

Dr. Yong Su is a Professor of Business Administration at School of Management, Fudan University in China.


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How to Cite

Cheng, J., Huang, Y., & Su, Y. (2017). Relationality in Business Negotiations: Evidence from China. Contemporary Management Research, 12(4).



Organization Behavior and Human Resource Management