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Abstract
Because of rapid economic development in the People's Republic of China (PRC), there is a need for information about the negotiating behaviors of PRC business people. Such information can help to ensure successful business transactions. This study examines PRC business negotiating behaviors by conducting in‐depth interviews with 16 Hong Kong business persons who have experience doing business with PRC Chinese. Questions regarding cultural factors that affect PRC business negotiations and problems encountered with PRC Chinese are asked. Overall, participants identify relation (guanxi), face, harmony, reciprocity, credibility, authority, patience, and status as eight important cultural factors that affect PRC business negotiations. Explanations of these factors are reported.