eprintid: 4234 rev_number: 4 eprint_status: archive userid: 351 dir: disk0/00/00/42/34 datestamp: 2016-01-15 02:05:02 lastmod: 2021-08-27 17:35:54 status_changed: 2016-01-15 02:05:02 type: article metadata_visibility: show item_issues_count: 1 creators_name: Faure, G.O. creators_name: Chen, D. title: When Chinese companies negotiate with their government ispublished: pub internal_subjects: iis_neg divisions: prog_pin keywords: Chinese enterprise; negotiation; power; complexity; deadlock management; contractual relationship abstract: Drawing on case study material, this paper analyzes a complex negotiation between a Chinese company and local government. It highlights the main char acteristics of such a negotiation and describes the rationale and outcomes of the process. Observations made in a Chinese context may provide insights for negotiators working in other cultural contexts when they address the question of resolving universal difficulties in government-organization negotiations. Lessons are drawn on matters such as the logic implemented in order to deal with power within an asymmetric setting or some workable approaches used in conflict handling, especially in case of deadlock. Finally by emphasizing three cultural dimensions — national—ethnic, organizational and profes sional — this study analyzes some key features of negotiated management in the Chinese context. date: 1995-01 date_type: published publisher: Sage id_number: 10.1177/017084069501600102 iiasapubid: XJ-95-107 full_text_status: none publication: Organization Studies volume: 16 number: 1 pagerange: 27-54 refereed: TRUE issn: 0170-8406 coversheets_dirty: FALSE fp7_type: info:eu-repo/semantics/article citation: Faure, G.O. & Chen, D. (1995). When Chinese companies negotiate with their government. Organization Studies 16 (1) 27-54. 10.1177/017084069501600102 .