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Negotiations

In: Chinese Leadership

Author

Listed:
  • Barbara Xiaoyu Wang

    (Ashridge Business School)

  • Harold Chee

    (Ashridge Business School)

Abstract

Behind the concern for harmony and the extensive Confucian hospitality, the Chinese are amongst the toughest negotiators in the world. Many have learnt this in childhood, bargaining in shops or at market stalls: China is still an agrarian society at heart. China is also a society that was once poor: in the old days, every “fen” saved was important, and this mindset lives on, reflected in the detail to which negotiation is taken.

Suggested Citation

  • Barbara Xiaoyu Wang & Harold Chee, 2011. "Negotiations," Palgrave Macmillan Books, in: Chinese Leadership, chapter 9, pages 137-150, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-0-230-32146-5_10
    DOI: 10.1057/9780230321465_10
    as

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