MORAL JUDGMENT AND MARKET NEGOTIATIONS - A COMPARISON OF CHINESE AND AMERICAN MANAGERS

Given the potential of the trading relationship between the People's R epublic of China and the United States, insight into the Sino-American market negotiation process has never been more important. This explor atory study compares the Cognitive Moral Development (CMD) and negotia tion style of international business people from mainland China with t heir direct American counterparts. In so doing, insight is gained conc erning the cultural underpinnings of the market negotiation process wi th this very important, yet very foreign, Asian trading partner.