Changing success and failure factors in business negotiations with the PRC
2008 (English)In: International Business Review, ISSN 0969-5931, Vol. 17, no 2, 159-169 p.Article in journal (Refereed) Published
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.
change, failure, negotiation, post-WTO China, success, trust
IdentifiersURN: urn:nbn:se:su:diva-58545DOI: 10.1016/j.ibusrev.2008.02.012ISI: 000256606300003OAI: oai:DiVA.org:su-58545DiVA: diva2:420978
authorCount :32011-06-072011-06-032011-06-07Bibliographically approved