Abstract and concrete differences in Chinese and American negotiation styles: a construal level perspective

Purpose This study aims to investigate the cultural divergence in negotiation styles between China and the USA through the lens of Construal Level Theory (CLT). Specifically, it examines whether Chinese negotiators exhibit a more abstract mindset compared to American negotiators and explores how these tendencies manifest across different industrial sectors. Design/methodology/approach A structured survey of 1,081 business management students from China and the USA was conducted, using eight negotiation-style items that capture abstract-concrete differences in both purpose and process. Principal component analysis was used to create composite scores. Regression models including GLM and robustness checks were used to test cultural effects and industry variations. Findings Chinese negotiators demonstrate significantly higher abstract construal levels than their American counterparts, both in negotiation purpose and process. The findings are robust across models and controls. Notably, the abstract-concrete divide is more pronounced in knowledge-intensive industries such as information technology, manufacturing and health care. Originality/value This study integrates CLT into international negotiation research, offering empirical validation of cognitive distance as a function of national culture. It contributes to a deeper understanding of how cultural mindsets shape negotiation behaviors and provides practical insights for cross-cultural conflict management and negotiation training programmes.