Changing success and failure factors in business negotiations with the PRC

Tony Fang, Verner Worm and Rosalie L. Tung

International Business Review, 2008, vol. 17, issue 2, 159-169

Abstract: This article studies the factors that could affect success and failure in business negotiations with the People's Republic of China (PRC). By comparing this study with two earlier studies on the same subject conducted in the 1980s and 1990s, respectively, the article suggests that both success and failure factors in negotiating with the PRC are in transition. The article emphasizes the importance of trust, professionalism, technology, and price competition in negotiating with the Chinese in post-WTO China. Future research and managerial implications are discussed.

Keywords: Change; Failure; Negotiation; Post-WTO; China; Success; Trust (search for similar items in EconPapers)
Date: 2008
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Citations: View citations in EconPapers (5)

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