Chinese negotiators: Profiles and behaviors

Faure, G.O. & Chen, D. (1997). Chinese negotiators: Profiles and behaviors. Journal of Euro-Asian Management 3 (2) 31-52.

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Current literature on cross-cultural negotiation addressing Chinese issues focuses on the Chinese negotiator as a generic concept. In fact, due to China's size and diversity, there exists very distinct subgroups of Chinese people. To be effective, the foreign negotiator venturing in China has to deal with special profiles of their Chinese counterparts. This paper aims to provide a descriptive-analytical framework to reflect the actual segments of the Chinese business community.

Item Type: Article
Research Programs: Processes of International Negotiation Network (PIN)
Depositing User: IIASA Import
Date Deposited: 15 Jan 2016 02:08
Last Modified: 27 Aug 2021 17:36

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