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

Author

Listed:
  • Rod Mccoll

    (ESC [Rennes] - ESC Rennes School of Business)

  • Irena Descubes

    (ESC [Rennes] - ESC Rennes School of Business)

  • Mohammad Elahee

    (Quinnipiac School of Business)

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.

Suggested Citation

  • Rod Mccoll & Irena Descubes & Mohammad Elahee, 2017. "How the Chinese really negotiate: observations from an Australian-Chinese trade negotiation," Post-Print hal-02002516, HAL.
    • Handle: RePEc:hal:journl:hal-02002516
    DOI: 10.1108/JBS-09-2016-0110
    as

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