TY  - BOOK
AU  - Ghauri, Pervez N.
AU  - Fang, Tony
TI  - Negotiating with the Chinese: : a socio-cultural analysis
SN  - 1090-9516
PY  - 2001///
PB  - Journal of World Business
KW  - MSc International Business
KW  - Negotiation in business
KW  - China
KW  - Strategic planning
KW  - Cross-cultural studies
KW  - Foreign relations
KW  - Decision making
N2  - 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
UR  - https://research-ebsco-com.hub.tbs-education.fr/c/q5dvh4/viewer/pdf/myevv2z5y5
ER  -