000			01762nam a22002897a 4500
003			OSt
005			20260514094419.0
008			260121b |||||||| |||| 00| 0 eng d
022			_a1090-9516
022			_a1878-5573
040			_aTBS _bEN _cTBS
041			_aeng
100			_aGhauri, Pervez N. _d1948- _921139 _eauthor
245			_aNegotiating with the Chinese _b: a socio-cultural analysis _c/ Pervez Ghauri, Tony Fang.
260			_bJournal of World Business, _c2001
300			_a303-325 pages.
362			_aJournal of world business : JWB, 2001-10, Vol.36 (3), p.303-325
520			_aChina 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.
630		0	_aMSc International Business _926977
650		0	_aNegotiation in business _zChina _927058
650		0	_aStrategic planning _zChina _927059
650		0	_aNegotiation in business _xCross-cultural studies _927060
651		0	_aChina _xForeign relations _xDecision making _927061
700			_aFang, Tony _927057 _eauthor
856			_uhttps://research-ebsco-com.hub.tbs-education.fr/c/q5dvh4/viewer/pdf/myevv2z5y5
942			_2lcc
999			_c5225 _d5225