Business Negotiations in the Middle Kingdom: A study of success and failure factors
Independent thesis Advanced level (degree of Master (One Year)), 10 credits / 15 HE creditsStudent thesis
China has captured the attention of the world with its great size and large population. This study researches the area of success and failure factors in business negotiations between Swedish and Chinese companies. The purpose of the study is to research the relative importance and prevalence of the different factors. The empirical data has been collected through an e-mail survey among Swedish companies in China and Sweden. The findings of this study show that Swedish companies have experienced mostly successful negotiations with the Chinese and that sincerity and preparation are the most important factors for success. This study has also shown that the currently most prominent feature of the Chinese market is fierce competition. Furthermore, the results have been analysed in comparison to the results of previous studies in this field.
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IdentifiersURN: urn:nbn:se:su:diva-3602OAI: oai:DiVA.org:su-3602DiVA: diva2:192934