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Changing success and failure factors in business negotiations with the PRC

Author

Listed:
  • Fang, Tony
  • Worm, Verner
  • Tung, Rosalie L.

Abstract

This article studies the factors that could affect success and failure in business negotiations with the People's Republic of China (PRC). By comparing this study with two earlier studies on the same subject conducted in the 1980s and 1990s, respectively, the article suggests that both success and failure factors in negotiating with the PRC are in transition. The article emphasizes the importance of trust, professionalism, technology, and price competition in negotiating with the Chinese in post-WTO China. Future research and managerial implications are discussed.

Suggested Citation

  • Fang, Tony & Worm, Verner & Tung, Rosalie L., 2008. "Changing success and failure factors in business negotiations with the PRC," International Business Review, Elsevier, vol. 17(2), pages 159-169, April.
    • Handle: RePEc:eee:iburev:v:17:y:2008:i:2:p:159-169
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    References listed on IDEAS

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    1. John L. Graham, 1985. "Cross-Cultural Marketing Negotiations: A Laboratory Experiment," Marketing Science, INFORMS, vol. 4(2), pages 130-146.
    2. Ghauri, Pervez & Fang, Tony, 2001. "Negotiating with the Chinese: a socio-cultural analysis," Journal of World Business, Elsevier, vol. 36(3), pages 303-325, October.
    3. David K Tse & June Francis & Jan Walls, 1994. "Cultural Differences in Conducting Intra- and Inter-Cultural Negotiations: A Sino-Canadian Comparison," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 25(3), pages 537-555, September.
    4. David A Ralston & Carolyn P Egri & Sally Stewart & Robert H Terpstra & Yu Kaicheng, 1999. "Doing Business in the 21st Century with the New Generation of Chinese Managers: A Study of Generational Shifts in Work Values in China," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 30(2), pages 415-427, June.
    5. Rosalie L Tung, 1982. "U.S.-China Trade Negotiations: Practices, Procedures and Outcomes," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 13(2), pages 25-38, June.
    6. Leung, Kwok, 2006. "The rise of East Asia: Implications for research on cultural variations and globalization," Journal of International Management, Elsevier, vol. 12(2), pages 235-241, June.
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    Cited by:

    1. Buckley, Peter J. & Cross, Adam & De Mattos, Claudio, 2015. "The principle of congruity in the analysis of international business cooperation," International Business Review, Elsevier, vol. 24(6), pages 1048-1060.
    2. Tsui, Wai Hong Kan & Fung, Michael Ka Yiu, 2016. "Causality between business travel and trade volumes: Empirical evidence from Hong Kong," Tourism Management, Elsevier, vol. 52(C), pages 395-404.
    3. Grøgaard, Birgitte, 2012. "Alignment of strategy and structure in international firms: An empirical examination," International Business Review, Elsevier, vol. 21(3), pages 397-407.
    4. Swee Hoon Chuah & Robert Hoffmann & Bala Ramasamy & Jonathan H. W. Tan, 2016. "Is there a Spirit of Overseas Chinese Capitalism?," Small Business Economics, Springer, vol. 47(4), pages 1095-1118, December.
    5. Cheryl Rivers & Roger Volkema, 2013. "East–West Differences in “Tricky” Tactics: A Comparison of the Tactical Preferences of Chinese and Australian Negotiators," Journal of Business Ethics, Springer, vol. 115(1), pages 17-31, June.

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