The ‘Co-op–Comp’ Chinese Negotiation Strategy
Bibliographic Data
| ID | 20053620 |
|---|---|
| Authors | Tony Fang (0000-0003-3055-0014, corresponding author) |
| Year | 2004 |
| Pages | 121-150 |
| Publication date | 2004-01-01 |
| Peer Reviewed | Yes |
| Open Access | Yes |
| Type | CHAPTER |
| Venue | Trust and Antitrust in Asian Business Alliances (SOURCE_BOOK) |
| Publisher | Palgrave Macmillan UK (PUBLISHER) |
| DOI | 10.1057/9780230523579_5 |
| OpenAlex | W586020958 |
| ISBN | 9780230523579 |
| Language | EN |
| References cited | 42 |
One of the most formidable challenges in creating and managing business in China is cross-cultural negotiation with Chinese businesspeople (Ghauri and Fang, 2001; Stone, 2001). The Chinese are described as the world's toughest negotiators (Mann, 1989). In the words of Lucian W. Pye (1986, p. 74), 'for centuries they [the Chinese] have known few peers in the subtle art of negotiating. When measured against the effort and skill the Chinese bring to the bargaining table, American executives fall short.' A survey in the late 1990s among 127 Western companies doing business with China shows that Western business executives considered knowledge and skills about negotiation in China to be the most important factor for success in trading relationships with the People's Republic of China (PRC) (Martin and Larsen, 1999)
Business · Business administration · China · Chinese economy · Chinese market · Economics · Economy · Management · Negotiation · Political science · Table (database) · Computer Science · Global and Cross-Cultural Management · International Business and FDI · Law · Marketing · Outsourcing and Supply Chain Management
My Country and My People
World Economic Development
A behavioral theory of labor negotiations
The religion of China
The Spirit of Chinese Capitalism
Social Conflict
The Confucian Tradition in Chinese History
Doing Business in China
Chinese Conflict Preferences and Negotiating Behaviour
A Source Book in Chinese Philosophy
The Confucius connection
Beijing Jeep
Negotiations to Set Up Joint Ventures in China
The psychology of the Chinese people
Doing Business With China. American Trade Opportunities in the 1970's
"The Chinese Concepts of "Face
Face and Favor
On the Concept of Face
| Citation velocity | historical |
|---|---|
| Highly cited | No |