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In the 1990s, Taiwan and China conducted over twenty rounds of negotiations through the semi-official Strait Exchange Foundation (SEF) and the Association for Relations across the Taiwan Strait (ARATS) concerning the following issues: notarized papers, registered mail, illegal immigration, fishing disputes, airplane hijacking, and post-1997 shipping links between Taiwan and Hong Kong. Regrouping these issues into rights, law-and-order, and shipping, this study analyzes the differences in the negotiation processes and outcomes through variations of value-interest alignments and their perceived impact on future policy objectives. [ABSTRACT FROM AUTHOR]

While many individuals speak of China as a single trading partner, in reality Greater China consists of at least three regional subcultures - the People's Republic of China, Hong Kong, and Taiwan. These regions differ in terms of their historical development, values, and traditions, which have implications for what to expect in negotiations. This article examines the cultural differences found in these three regions of Greater China, with particular attention to an often overlooked yet critical stage of the negotiation process - the initiation stage. Using data from the GLOBE Study on cultural practices and values, propensity to initiate a negotiation (engage a counterpart, make a request or demand, and optimize that request) is estimated for each regional subculture. The implications of these findings for practitioners and future research are discussed. [ABSTRACT FROM AUTHOR]