IDEAS home Printed from https://ideas.repec.org/a/pal/jintbs/v13y1982i2p25-38.html
   My bibliography  Save this article

U.S.-China Trade Negotiations: Practices, Procedures and Outcomes

Author

Listed:
  • Rosalie L Tung

    (University of Pennsylvania)

Abstract

This study sought to examine and identify (1) the mechanics of U.S.-China trade negotiations; (2) how a company prepares for such negotiations; (3) the factors that contribute to the success or failure of such negotiations; and (4) the outcomes of such negotiations. Data pertaining to these characteristics were collected from 138 U.S. firms engaged in China trade. Relationships between certain variables, such as extent of preparation for the negotiations, type of programs used, and incidences of success were examined. Based on these results, implications for management were drawn.© 1982 JIBS. Journal of International Business Studies (1982) 13, 25–38

Suggested Citation

  • 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.
    • Handle: RePEc:pal:jintbs:v:13:y:1982:i:2:p:25-38
    as

    Download full text from publisher

    File URL: http://www.palgrave-journals.com/jibs/journal/v13/n2/pdf/8490548a.pdf
    File Function: Link to full text PDF
    Download Restriction: Access to full text is restricted to subscribers.
    File URL: http://www.palgrave-journals.com/jibs/journal/v13/n2/full/8490548a.html
    File Function: Link to full text HTML
    Download Restriction: Access to full text is restricted to subscribers.
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Yadong Luo & Huan Zhang & Juan Bu, 2019. "Developed country MNEs investing in developing economies: Progress and prospect," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 50(4), pages 633-667, June.
    2. Ursula F Ott & Pervez N Ghauri, 2019. "Brexit negotiations: From negotiation space to agreement zones," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 50(1), pages 137-149, February.
    3. Luo, Yadong & Shenkar, Oded, 2002. "An empirical inquiry of negotiation effects in cross-cultural joint ventures," Journal of International Management, Elsevier, vol. 8(2), pages 141-162.
    4. Fainshmidt, Stav & White, George O. & Cangioni, Carole, 2014. "Legal Distance, Cognitive Distance, and Conflict Resolution in International Business Intellectual Property Disputes," Journal of International Management, Elsevier, vol. 20(2), pages 188-200.
    5. 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.
    6. Shi, Xinping & Wright, Philip C., 2003. "The potential impacts of national feelings on international business negotiations: a study in the China context," International Business Review, Elsevier, vol. 12(3), pages 311-328, June.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:pal:jintbs:v:13:y:1982:i:2:p:25-38. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.palgrave-journals.com/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.