01762nam a22002897a 4500 OSt 20260514094419.0 260121b |||||||| |||| 00| 0 eng d 1090-9516 1878-5573 TBS EN TBS eng Ghauri, Pervez N. 1948- 21139 author Negotiating with the Chinese : a socio-cultural analysis / Pervez Ghauri, Tony Fang. Journal of World Business, 2001 303-325 pages. Journal of world business : JWB, 2001-10, Vol.36 (3), p.303-325 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. MSc International Business 26977 Negotiation in business China 27058 Strategic planning China 27059 Negotiation in business Cross-cultural studies 27060 China Foreign relations Decision making 27061 Fang, Tony 27057 author https://research-ebsco-com.hub.tbs-education.fr/c/q5dvh4/viewer/pdf/myevv2z5y5 lcc 0 0 lcc 0 0 CT TBS TBS 2026-05-14 0 5225 2026-05-14 https://research-ebsco-com.hub.tbs-education.fr/c/q5dvh4/viewer/pdf/myevv2z5y5 2026-05-14 ARTICLE 5225 5225