How the Chinese really negotiate: observations from an Australian-Chinese trade negotiation

Abstract : Previous research suggests that negotiation style and conflict management strategies are influenced heavily by cultural factors. In the case of the Chinese, findings have largely produced stereotypical views about their behavior, but the authors argue that this position is becoming increasingly blurred in the global economy.
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https://hal-rennes-sb.archives-ouvertes.fr/hal-02002516
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Submitted on : Thursday, January 31, 2019 - 5:08:05 PM
Last modification on : Thursday, February 7, 2019 - 4:05:27 PM

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Rod Mccoll, Irena Descubes, Mohammad Elahee. How the Chinese really negotiate: observations from an Australian-Chinese trade negotiation. Journal of Business Strategy, Emerald, 2017, 38 (6), pp.38-46. ⟨10.1108/JBS-09-2016-0110⟩. ⟨hal-02002516⟩

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