Negotiating in the Chinese Institutional Environment

Rajesh Kumar and Verner Worm

Chapter 6 in International Negotiation in China and India, 2011, pp 77-89 from Palgrave Macmillan

Abstract: Abstract In this chapter we will explore the implications of the Chinese institutional environment on negotiating practices in China. How does the negotiation process unfold in China? What kind of challenges does it pose for foreign investors seeking to exploit the opportunity presented by this emerging giant? What kind of lessons can foreign investors derive from operating in this environment?

Keywords: Foreign Investor; Social Trust; International Negotiation; Comfort Zone; Western Counterpart (search for similar items in EconPapers)
Date: 2011
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Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-0-230-35390-9_6

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DOI: 10.1057/9780230353909_6

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