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U.S.-China Trade Negotiations: Practices, Procedures and Outcomes

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  • Rosalie L Tung

    (University of Pennsylvania)

Abstract

This study sought to examine and identify (1) the mechanics of U.S.-China trade negotiations; (2) how a company prepares for such negotiations; (3) the factors that contribute to the success or failure of such negotiations; and (4) the outcomes of such negotiations. Data pertaining to these characteristics were collected from 138 U.S. firms engaged in China trade. Relationships between certain variables, such as extent of preparation for the negotiations, type of programs used, and incidences of success were examined. Based on these results, implications for management were drawn.© 1982 JIBS. Journal of International Business Studies (1982) 13, 25–38

Suggested Citation

  • Rosalie L Tung, 1982. "U.S.-China Trade Negotiations: Practices, Procedures and Outcomes," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 13(2), pages 25-38, June.
    • Handle: RePEc:pal:jintbs:v:13:y:1982:i:2:p:25-38
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    Cited by:

    1. Yadong Luo & Huan Zhang & Juan Bu, 2019. "Developed country MNEs investing in developing economies: Progress and prospect," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 50(4), pages 633-667, June.
    2. Shi, Xinping & Wright, Philip C., 2003. "The potential impacts of national feelings on international business negotiations: a study in the China context," International Business Review, Elsevier, vol. 12(3), pages 311-328, June.
    3. Luo, Yadong & Shenkar, Oded, 2002. "An empirical inquiry of negotiation effects in cross-cultural joint ventures," Journal of International Management, Elsevier, vol. 8(2), pages 141-162.
    4. Fainshmidt, Stav & White, George O. & Cangioni, Carole, 2014. "Legal Distance, Cognitive Distance, and Conflict Resolution in International Business Intellectual Property Disputes," Journal of International Management, Elsevier, vol. 20(2), pages 188-200.
    5. Fang, Tony & Worm, Verner & Tung, Rosalie L., 2008. "Changing success and failure factors in business negotiations with the PRC," International Business Review, Elsevier, vol. 17(2), pages 159-169, April.
    6. Ursula F Ott & Pervez N Ghauri, 2019. "Brexit negotiations: From negotiation space to agreement zones," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 50(1), pages 137-149, February.

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