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Changing success and failure factors in business negotiations with the PRC
Stockholm University, Faculty of Social Sciences, School of Business.
2008 (English)In: International Business Review, ISSN 0969-5931, E-ISSN 1873-6149, Vol. 17, no 2, 159-169 p.Article in journal (Refereed) Published
Abstract [en]

This article studies the factors that could affect success and failure in business negotiations with the People's Republic of China (PRC). By comparing this study with two earlier studies on the same subject conducted in the 1980s and 1990s, respectively, the article suggests that both success and failure factors in negotiating with the PRC are in transition. The article emphasizes the importance of trust, professionalism, technology, and price competition in negotiating with the Chinese in post-WTO China. Future research and managerial implications are discussed.

Place, publisher, year, edition, pages
2008. Vol. 17, no 2, 159-169 p.
Keyword [en]
change, failure, negotiation, post-WTO China, success, trust
National Category
Business Administration
Identifiers
URN: urn:nbn:se:su:diva-58545DOI: 10.1016/j.ibusrev.2008.02.012ISI: 000256606300003OAI: oai:DiVA.org:su-58545DiVA: diva2:420978
Note
authorCount :3Available from: 2011-06-07 Created: 2011-06-03 Last updated: 2017-12-11Bibliographically approved

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