The potential impacts of national feelings on international business negotiations: A study in the China context

Xinping SHI, Philip C. Wright*

*Corresponding author for this work

    Research output: Contribution to journalJournal articlepeer-review

    19 Citations (Scopus)

    Abstract

    Business negotiations in China require patience, tenacity and an in-depth knowledge of Chinese culture and customs. This paper adds to our knowledge of the Chinese psyche by exploring the concept of national feelings and illustrating how they might affect negotiation processes and business relationships. The data are drawn from a large survey of Chinese negotiators (N = 477) in Beijing, Shanghai and Guangzhou. The results suggest that national feelings need to be taken into account, by both Western and Chinese negotiators, or business negotiations can be severely compromised.

    Original languageEnglish
    Pages (from-to)311-328
    Number of pages18
    JournalInternational Business Review
    Volume12
    Issue number3
    DOIs
    Publication statusPublished - Jun 2003

    Scopus Subject Areas

    • Business and International Management
    • Finance
    • Marketing

    User-Defined Keywords

    • Business negotiations
    • China
    • Nationalism
    • Negotiators

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