Chinese negotiation practice: a perspective from New Zealand exporters

Emerald Group Publishing Limited
Publication Type:
Journal Article
Cross Cultural Management, 2005, 12 (3), pp. 85 - 102
Issue Date:
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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 Peoples 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.
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