Title: Negotiating with the Malaysian Chinese: versatile partners for business expansion in Asia

Authors: Mark Loo

Addresses: Mihalcheon School of Business, Concordia University College of Alberta, 7128 Ada Boulevard, Edmonton, Alberta, Canada

Abstract: With the ability to speak several languages and working knowledge of Asian cultures, the Malaysian Chinese is a valuable partner to investors seeking to expand business in Asia. This study investigates their negotiating characteristics to help investors adopt a more informed approach to business with the Malaysian Chinese. A total of 600 Malaysians were surveyed, 200 respondents each from the Chinese, Malay and Indian groups. This study presents findings in how the Chinese view themselves in business with others and how other races view business with the Chinese. Significant relationships were found between ethnicity and: a) perception of Chinese risk taking; b) Chinese collectivistic decision making; c) trust in the Chinese.

Keywords: Malaysian Chinese; negotiation characteristics; cross-cultural study; culture; Asia; business expansion; Malaysia; ethnicity; risk taking; collective decision making; trust.

DOI: 10.1504/IJBEM.2012.049822

International Journal of Business and Emerging Markets, 2012 Vol.4 No.4, pp.293 - 312

Received: 09 Feb 2012
Accepted: 10 Feb 2012
Published online: 15 Nov 2014 *

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