Negotiating with Chinese
A cultural perspective
Bibliographic Data
| ID | 20501533 |
|---|---|
| Authors | Paul Herbig (Hematology Oncology Consultants), Drew Martins (0000-0002-5979-5763, University of Oregon), Drew Martin |
| Year | 1998 |
| Volume | 5 |
| Issue | 3 |
| Pages | 42-56 |
| Publication date | 1998-09-01 |
| Peer Reviewed | Yes |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | Cross Cultural Management An International Journal (JOURNAL) |
| Journal identifiers | ISSN: 1352-7606 • E-ISSN: 1758-6089 |
| Publisher | Emerald (PUBLISHER) |
| DOI | 10.1108/13527609810796826 |
| OpenAlex | W2020066461 |
| Language | EN |
| Citations received | 2 |
Talks about the cultural aspects of negotiating in China and compares this with Western approaches. Focuses on cultural factors (and the dominant role of Confucianism), followed by steps in the negotiating process. Explains Confucian ethics and how that translates into everyday behaviour of how to treat and address other people. Points out that the Chinese will only do business with people they know and trust, so the importance of first building good personal relationships cannot be overstated. Suggests ways to make a good first impression, including attending banquets and other social occasions, although that opens up a further behavioural minefield. Recommends viewing doing business with the Chinese as a marriage contract based on old‐fashioned courting, rather than in the West, where entering a business relationship could be deemed the equivalent of a marriage of convenience
Aesthetics · China · Negotiation · Political science · Public relations · Social science · Sociology · Balkan and Eastern European Studies · Family Business Performance and Succession · Gender Studies · Global and Cross-Cultural Management · Law · Psychology · Social Psychology
| Unique citing works | 2 |
|---|---|
| Citations per year | 0,13 |
| Citation span | 2011 - 2012 (2) |
| Citation velocity | historical |
| Highly cited | No |
| Citation types | Neutral: 2 |