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Negotiating with the Chinese: A socio-cultural analysis
- Ghauri, Pervez (author)
-
- Fang, Tony (author)
- Stockholm School of Economics, Stockholm, Sweden
- (creator_code:org_t)
- 2001
- 2001
- English.
- In: Journal of World Business. - 1090-9516 .- 1878-5573. ; 36:3, s. 303--325
- Journal article (peer-reviewed)
Abstract
Subject headings
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- 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.
Subject headings
- SAMHÄLLSVETENSKAP -- Ekonomi och näringsliv -- Företagsekonomi (hsv//swe)
- SOCIAL SCIENCES -- Economics and Business -- Business Administration (hsv//eng)
Keyword
- Business studies
- Företagsekonomi
- företagsekonomi
- Business Administration
Publication and Content Type
- ref (subject category)
- art (subject category)
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