In Western, particularly American, culture, “negotiation” can often carry an adversarial, “win-lose” connotation. It's frequently seen as a battle of wills where one side's gain is the other's loss. In China, 谈判 (tánpàn) is deeply influenced by cultural values of harmony (和谐, héxié) and long-term relationships (关系, guānxi). A successful negotiation is often not one where you “beat” the other side, but one where a mutually acceptable solution is found, allowing both parties to maintain “face” (面子, miànzi) and continue cooperating in the future. The goal is frequently to achieve a 双赢 (shuāngyíng) - a “win-win” outcome. The process may be slower and less direct than in the West, involving more relationship-building and indirect communication. Pushing too hard or being too direct can be seen as aggressive and may damage the relationship, jeopardizing the deal itself. Therefore, a successful 谈判 in China is as much about building trust and understanding as it is about hammering out the details of a contract.
谈判 is a formal term used in specific, serious contexts. You wouldn't use it for haggling at a market stall.
Formality: 谈判 is formal. For casual discussions or trying to figure out a plan with friends, you would use 商量 (shāngliang). For haggling at a market, you use 讨价还价 (tǎojiàhuánjià).