Chinese negotiation practice: A perspective from New Zealand exporters

Stark, A; Fam, K; Waller, DS; Tian, Z

Chinese negotiation practice: A perspective from New Zealand exporters

Stark, A Fam, K Waller, DS

Tian, Z

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Publication Type:: Journal Article
Citation:: Cross Cultural Management: An International Journal, 2005, 12 (3), pp. 85 - 102
Issue Date:: 2005-09-01

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Field	Value	Language
dc.contributor.author	Stark, A	en_US
dc.contributor.author	Fam, K	en_US
dc.contributor.author	Waller, DS https://orcid.org/0000-0002-4016-4275	en_US
dc.contributor.author	Tian, Z	en_US
dc.date.issued	2005-09-01	en_US
dc.identifier.citation	Cross Cultural Management: An International Journal, 2005, 12 (3), pp. 85 - 102	en_US
dc.identifier.issn	1352-7606	en_US
dc.identifier.uri	http://hdl.handle.net/10453/5183
dc.description.abstract	Negotiation is crucial to business alliances, but this process can become more complicated if there are language barriers and differences in cultural values, customs, and lifestyles, such as Western businesses negotiating in the People’s Republic of China (PRC). Previous studies have presented models of the Chinese negotiating process but these are primarily from the US. This study examines the negotiating experiences of selected New Zealand investors who have had experiences negotiating either Foreign Direct Investment (FDI) or shortterm sales agreements in the PRC to create two conceptual models. The results provide some interesting insights for doing business in China. © 2005, Emerald Group Publishing Limited	en_US
dc.relation.ispartof	Cross Cultural Management: An International Journal	en_US
dc.relation.isbasedon	10.1108/13527600510798088	en_US
dc.title	Chinese negotiation practice: A perspective from New Zealand exporters	en_US
dc.type	Journal Article
utslib.citation.volume	3	en_US
utslib.citation.volume	12	en_US
utslib.for	150308 International Business	en_US
utslib.for	1503 Business and Management	en_US
utslib.for	1505 Marketing	en_US
utslib.for	1701 Psychology	en_US
pubs.embargo.period	Not known	en_US
pubs.organisational-group	/University of Technology Sydney
pubs.organisational-group	/University of Technology Sydney/Faculty of Business
pubs.organisational-group	/University of Technology Sydney/Faculty of Business/Marketing Discipline
utslib.copyright.status	closed_access
pubs.issue	3	en_US
pubs.publication-status	Published	en_US
pubs.volume	12	en_US

Abstract:

Negotiation is crucial to business alliances, but this process can become more complicated if there are language barriers and differences in cultural values, customs, and lifestyles, such as Western businesses negotiating in the People’s Republic of China (PRC). Previous studies have presented models of the Chinese negotiating process but these are primarily from the US. This study examines the negotiating experiences of selected New Zealand investors who have had experiences negotiating either Foreign Direct Investment (FDI) or shortterm sales agreements in the PRC to create two conceptual models. The results provide some interesting insights for doing business in China. © 2005, Emerald Group Publishing Limited

Please use this identifier to cite or link to this item:

http://hdl.handle.net/10453/5183