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Negotiating with the Chinese: A socio-cultural analysis
Stockholm School of Economics, Stockholm, Sweden.
2001 (English)In: Journal of world business (Print), ISSN 1090-9516, Vol. 36, no 3, 303--325 p.Article in journal (Refereed) Published
Abstract [en]

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.

Place, publisher, year, edition, pages
2001. Vol. 36, no 3, 303--325 p.
National Category
Business Administration
Research subject
Business Administration
URN: urn:nbn:se:su:diva-56395DOI: 10.1016/S1090-9516(01)00057-8OAI: diva2:410932
Available from: 2011-04-15 Created: 2011-04-15 Last updated: 2015-09-22Bibliographically approved

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Fang, Tony
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ReferencesLink to record
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