China’s rapid economic growth, and heightened global interest, has come with challenges and difficulties from international business negotiators, especially from Western cultures; in understanding the elements required to negotiate effectively with Chinese business people. Therefore, the purpose of this qualitative study focused on the investigation of the elements required to negotiate effectively with Chinese business people, such as culture, and Chinese business negotiation styles; strategies, processes, tactics and approaches. Further, this study applied a self-administered questionnaire to capture the in-depth responses from experienced international, Chinese, and Taiwanese business negotiators. To this end, the results and findings added to the gap in literature on Chinese negotiation styles in international business negotiations that have professional, academic and general public implications.
|Advisor:||Pesakovic, Gordana, Noriega, Pender|
|School Location:||United States -- Florida|
|Source:||DAI-A 72/08, Dissertation Abstracts International|
|Subjects:||Asian Studies, Social psychology, Management, International law|
|Keywords:||China, Chinese international negotiations, Chinese negotiation styles, Chinese negotiations, Cross-cultural negotiations, International business negotiations, International negotiations, Negotiations|
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