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The impact of face on Chinese students' simulated negotiation practices with Americans

Abstract Through scrutinizing three simulated negotiation cases of Chinese MBA students in an American business school, the study illustrates how Chinese face ideology functioned to orient and complicate the students' (pseudo-)business communications with Americans. The students' bone-deep sensitivity to maintaining harmony and interrelationships in the social network regulated one student to show complete compliance to the legitimate behavioral norm in the class, led one to avoid conflicts by giving and saving face to his opponent, and helped one to facilitate and maneuver interactions to win a negotiation. In any case, Chinese face was not self-oriented, but earned through interactions with the community.