How the Chinese really negotiate: observations from an Australian-Chinese trade negotiation

Rod Mccoll, Irena Descubes and Mohammad Elahee
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Rod Mccoll: ESC [Rennes] - ESC Rennes School of Business
Irena Descubes: ESC [Rennes] - ESC Rennes School of Business
Mohammad Elahee: Quinnipiac School of Business

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Abstract: Previous research suggests that negotiation style and conflict management strategies are influenced heavily by cultural factors. In the case of the Chinese, findings have largely produced stereotypical views about their behavior, but the authors argue that this position is becoming increasingly blurred in the global economy.

Keywords: China; Australia; Conflict management; Free trade agreement; Observation research; Trade negotiations (search for similar items in EconPapers)
Date: 2017-11-20
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Published in Journal of Business Strategy, 2017, 38 (6), pp.38-46. ⟨10.1108/JBS-09-2016-0110⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-02002516

DOI: 10.1108/JBS-09-2016-0110

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