Negotiating With China: Exploratory Study Of Relationship-Building

Ji Li, Chalmer E. Labig Jr.

    Research output: Contribution to journalJournal articlepeer-review


    Although some have stressed the importance of relationshipbuilding in business negotiations in East Asia and in other parts of the world, there exists a lack of empirical evidence describing the nature of relationship-building through negotiations or the contributions of relationship-building to negotiation outcomes. This article addresses relationship-building throughout the process of negotiations within a Chinese context. Interviews conducted in two East Asian countries provided empirical evidence that relationship-building during each phase of negotiations enhances negotiations outcomes in East Asia. Direction is provided for preliminary formulation of a model of Chinese negotiations.
    Original languageEnglish
    Pages (from-to)345-359
    Number of pages15
    JournalJournal of Managerial Issues
    Issue number3
    Publication statusPublished - Sept 2001


    Dive into the research topics of 'Negotiating With China: Exploratory Study Of Relationship-Building'. Together they form a unique fingerprint.

    Cite this