Given the potential of the trading relationship between the People's Republic of
China and the United States, insight into the Sino-American market negotiation
process has never been more important. This exploratory study compares the
Cognitive Moral Development (CMD) and negotiation style of international
business people from mainland China with their direct American counterparts. In
so doing, insight is gained concerning the cultural underpinnings of the market
negotiation process with this very important, yet very foreign, Asian trading
partner.
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