Negotiations

Barbara Xiaoyu Wang and Harold Chee
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Barbara Xiaoyu Wang: Ashridge Business School
Harold Chee: Ashridge Business School

Chapter 9 in Chinese Leadership, 2011, pp 137-150 from Palgrave Macmillan

Abstract: Abstract Behind the concern for harmony and the extensive Confucian hospitality, the Chinese are amongst the toughest negotiators in the world. Many have learnt this in childhood, bargaining in shops or at market stalls: China is still an agrarian society at heart. China is also a society that was once poor: in the old days, every “fen” saved was important, and this mindset lives on, reflected in the detail to which negotiation is taken.

Keywords: Emotional Intelligence; CHINESE Leadership; Chinese Business; Negotiate Process; Chinese Negotiator (search for similar items in EconPapers)
Date: 2011
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Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-0-230-32146-5_10

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DOI: 10.1057/9780230321465_10

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