Rules are rules: negotiating in China is like negotiating everywhere else

Harold Chee and Chris West

Chapter Myth 8 in Myths about doing business in China, 2004, pp 93-104 from Palgrave Macmillan

Abstract: Abstract Negotiation is about objective benefits. If you get subjective, you lose. At the same time, there are rules: for example, a deal is a deal. There may be people who duck and dive, renege on contracts and behave unethically in the name of ancient culture, but over time the market will find them out and isolate them.

Keywords: Negotiation Process; Straight Road; Objective Benefit; Chinese Negotiator; Chinese Side (search for similar items in EconPapers)
Date: 2004
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DOI: 10.1057/9780230508866_9

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