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 journalArticlepeer-review

18 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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