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International Business Negotiation in the Chinese Context

In: Management and Organizations in the Chinese Context

Author

Listed:
  • Xinping Shi
  • Robert I. Westwood

Abstract

We propose an integrated framework for empirical research on Chinese international business negotiations. This framework considers the ways that traditional Chinese values and the social, economic and political environments of contemporary China might influence negotiation processes and outcomes. By addressing the categories of antecedent determinants that should be considered, the framework could also be applied to other settings in a search for the culture-specific aspects of international negotiations.

Suggested Citation

  • Xinping Shi & Robert I. Westwood, 2000. "International Business Negotiation in the Chinese Context," Palgrave Macmillan Books, in: J. T. Li & Anne S. Tsui & Elizabeth Weldon (ed.), Management and Organizations in the Chinese Context, chapter 7, pages 185-221, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-0-230-51159-0_8
    DOI: 10.1057/9780230511590_8
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    Cited by:

    1. Heike Hennig-Schmidt & Gari Walkowitz, 2015. "Negotiations among Chinese and Germans - An Experimental Case Study," Cologne Graduate School Working Paper Series 06-01, Cologne Graduate School in Management, Economics and Social Sciences.

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