U.S.-China Trade Negotiations: Practices, Procedures and Outcomes

Rosalie L Tung
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Rosalie L Tung: University of Pennsylvania

Journal of International Business Studies, 1982, vol. 13, issue 2, 25-38

Abstract: This study sought to examine and identify (1) the mechanics of U.S.-China trade negotiations; (2) how a company prepares for such negotiations; (3) the factors that contribute to the success or failure of such negotiations; and (4) the outcomes of such negotiations. Data pertaining to these characteristics were collected from 138 U.S. firms engaged in China trade. Relationships between certain variables, such as extent of preparation for the negotiations, type of programs used, and incidences of success were examined. Based on these results, implications for management were drawn.© 1982 JIBS. Journal of International Business Studies (1982) 13, 25–38

Date: 1982
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