Negotiation: How to Make Deals in China

Henk R. Randau and Olga Medinskaya

Chapter 35 in China Business 2.0, 2015, pp 187-190 from Springer

Abstract: Abstract Negotiating in China requires an approach different from many countries in the West. Flexibility may be preferred and business interactions may be treated more as mutual bonds, even with elements of friendship, where exchanges occur as the need arises.

Keywords: Mutual Bond; Business Interactions; Term Bargaining; Guanxi; Current Financial Status (search for similar items in EconPapers)
Date: 2015
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DOI: 10.1007/978-3-319-07677-5_35

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