Jurnal Bahasa dan Budaya China

In recent years, economic and trade cooperation between China and Indonesia has continued to deepen, yet cultural differences leading to conflicting negotiation styles have emerged as a major challenge to bilateral collaboration. This study employs a mixed-methods approach (quantitative strategy matrix + qualitative cultural coding) to comparatively analyze the negotiation style differences between Chinese and Indonesian business professionals and explore the mechanisms through which cultural elements influence these styles. Based on empirical data from 100 senior executives, the findings reveal: (1) Indonesian negotiation styles, shaped by a synthesis of factors such as religious culture, social reciprocity norms, and collectivism, exhibit flexible diversity; (2) Chinese negotiation styles demonstrate greater standardization, primarily driven by long-term orientation and communication patterns. Furthermore, nonlinear pathways of cultural influence are identified. Indonesia’s "exogenous cultural stress" and China’s "endogenous cultural inertia" respectively shape pluralistic and centralized negotiation paradigms. The research provides theoretical support for cross-cultural negotiation practices, proposing culturally adaptive strategies to enhance negotiation efficiency.