International Business Negotiation in the Chinese Context

Xinping Shi and Robert I. Westwood

Chapter 7 in Management and Organizations in the Chinese Context, 2000, pp 185-221 from Palgrave Macmillan

Abstract: Abstract We propose an integrated framework for empirical research on Chinese international business negotiations. This framework considers the ways that traditional Chinese values and the social, economic and political environments of contemporary China might influence negotiation processes and outcomes. By addressing the categories of antecedent determinants that should be considered, the framework could also be applied to other settings in a search for the culture-specific aspects of international negotiations.

Keywords: International Business; Negotiation Process; Chinese Context; International Negotiation; International Business Study (search for similar items in EconPapers)
Date: 2000
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Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-0-230-51159-0_8

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DOI: 10.1057/9780230511590_8

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