Negotiating with the Chinese : a socio-cultural analysis / Pervez Ghauri, Tony Fang.

By:

Ghauri, Pervez N, 1948- [author]

Contributor(s):

Fang, Tony [author]

Material type: Text

TextLanguage: English Publication details: Journal of World Business, 2001Description: 303-325 pagesISSN:

1090-9516
1878-5573

Subject(s):

Online resources:

Click here to access online

Summary: China has been one of the most favorite markets for Western firms for the last decade. However, doing business with China is considered difficult, mainly because negotiating with Chinese counterparts is quite complex. This paper analyses the negotiation process with China from a socio-cultural perspective. A Swedish multinational, Ericsson, is followed for several years and its negotiation process for different Chinese projects in the telecommunication industry is studied in depth. Based on these cases and literature a model is developed and some conclusions are drawn. Finally, managerial implications presented as four Ps: Priority, Patience, Price and People sum up the essence of Chinese business negotiation process.

Holdings
Item type	Current library	Collection	Call number	URL	Status	Date due	Barcode
Academic Article	TBS Barcelona	Core Textbooks		Link to resource	Available		5225

Browsing TBS Barcelona shelves, Collection: Core Textbooks Close shelf browser (Hides shelf browser)

Previous	No cover image available	No cover image available	No cover image available	No cover image available	No cover image available	No cover image available	No cover image available	Next
Previous	Managing the global supply base through purchasing management	Nation branding and its potential for differentiation in regional politics : the case of the United Arab Emirates and Qatar	Negotiating alliances in emerging markets – do partners' contributions matter?	Negotiating with the Chinese : a socio-cultural analysis	New varieties of state capitalism: Strategic and governance implications : strategic and governance implications	Organisational design implications of global sourcing : a multiple case study analysis on the application of control mechanisms	Organization of global sourcing : ways towards an optimal degree of centralization	Next

China has been one of the most favorite markets for Western firms for the last decade. However, doing business with China is considered difficult, mainly because negotiating with Chinese counterparts is quite complex. This paper analyses the negotiation process with China from a socio-cultural perspective. A Swedish multinational, Ericsson, is followed for several years and its negotiation process for different Chinese projects in the telecommunication industry is studied in depth. Based on these cases and literature a model is developed and some conclusions are drawn. Finally, managerial implications presented as four Ps: Priority, Patience, Price and People sum up the essence of Chinese business negotiation process.

Click on an image to view it in the image viewer