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 language | English |
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Pages (from-to) | 311-328 |
Number of pages | 18 |
Journal | International Business Review |
Volume | 12 |
Issue number | 3 |
DOIs | |
Publication status | Published - Jun 2003 |
Scopus Subject Areas
- Business and International Management
- Finance
- Marketing
User-Defined Keywords
- Business negotiations
- China
- Nationalism
- Negotiators