: a socio-cultural analysis Ghauri, Pervez N. 1948- creator author Fang, Tony author text Journal of World Business 2001 monographic eng

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303-325 pages. 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. / Pervez Ghauri, Tony Fang. Negotiation in business China Strategic planning China Negotiation in business Cross-cultural studies China Foreign relations Decision making 1090-9516 1878-5573 https://research-ebsco-com.hub.tbs-education.fr/c/q5dvh4/viewer/pdf/myevv2z5y5 https://research-ebsco-com.hub.tbs-education.fr/c/q5dvh4/viewer/pdf/myevv2z5y5 TBS 260121 20260514094419.0 EN