Negotiating with the Chinese: a socio-cultural analysis

Citations

Cited by:

1. Li, Shenxue & Scullion, Hugh, 2010. "Developing the local competence of expatriate managers for emerging markets: A knowledge-based approach," Journal of World Business, Elsevier, vol. 45(2), pages 190-196, April.
2. Ramasamy, Bala & Goh, K.W. & Yeung, Matthew C.H., 2006. "Is Guanxi (relationship) a bridge to knowledge transfer?," Journal of Business Research, Elsevier, vol. 59(1), pages 130-139, January.
3. Wang, Nannan & Jiang, Dongdong & Pretorius, Leon, 2016. "Conflict-resolving behaviour of project managers in international projects: A culture-based comparative study," Technology in Society, Elsevier, vol. 47(C), pages 140-147.
4. Ahammad, Mohammad Faisal & Tarba, Shlomo Y. & Liu, Yipeng & Glaister, Keith W. & Cooper, Cary L., 2016. "Exploring the factors influencing the negotiation process in cross-border M&A," International Business Review, Elsevier, vol. 25(2), pages 445-457.
5. 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.
6. Jing Yang & Frank Tipton & Jiatao Li, 2011. "A review of foreign business management in China," Asia Pacific Journal of Management, Springer, vol. 28(3), pages 627-659, September.
7. Petra Y. Barthelmess & Patricia Enzmann & Michael Settelen & Nicolas Schärmeli, 2018. "Navigating Ambiguity: Distributive and Integrative Negotiation Tactics in China," Central European Business Review, Prague University of Economics and Business, vol. 2018(2), pages 21-43.
8. Stephen Chen & Ronald Geluykens & Chong Ju Choi, 2006. "The importance of language in global teams: A linguistic perspective," Management International Review, Springer, vol. 46(6), pages 679-696, December.
9. Khakhar, Priyan & Rammal, Hussain Gulzar, 2013. "Culture and business networks: International business negotiations with Arab managers," International Business Review, Elsevier, vol. 22(3), pages 578-590.
10. Al-Khatib, Jamal A. & Malshe, Avinash & AbdulKader, Mazen, 2008. "Perception of unethical negotiation tactics: A comparative study of US and Saudi managers," International Business Review, Elsevier, vol. 17(1), pages 78-102, February.
11. Cichosz Izabela, 2016. "Negotiation Differences between China and Poland," Journal of Intercultural Management, Sciendo, vol. 8(3), pages 55-68, September.
12. Lee, Peter K.C. & Humphreys, Paul K., 2007. "The role of Guanxi in supply management practices," International Journal of Production Economics, Elsevier, vol. 106(2), pages 450-467, April.
13. Zhang, Xiaotao & Liu, Yipeng & Tarba, Shlomo Y. & Giudice, Manlio Del, 2020. "The micro-foundations of strategic ambidexterity: Chinese cross-border M&As, Mid-View thinking and integration management," International Business Review, Elsevier, vol. 29(6).
14. Zhuo-Jia Zhao & Hung-Hsin Chen & Kevin W. Li, 2020. "Management of Interpersonal Conflict in Negotiation with Chinese: A Perceived Face Threat Perspective," Group Decision and Negotiation, Springer, vol. 29(1), pages 75-102, February.
15. Fong, John & Burton, Suzan, 2008. "A cross-cultural comparison of electronic word-of-mouth and country-of-origin effects," Journal of Business Research, Elsevier, vol. 61(3), pages 233-242, March.
16. Francis MUNIER, 2008. "Guanxi and business environment in china: an innovative network as a process of knowledge-based economy," Working Papers 2, Réseau de Recherche sur l’Innovation. / Research Network on Innovation.
17. Latukha, M. & Veselova, A. & Selivanovskikh, L. & Artukh, E. & Mitskevich, E., 2016. "Re-thinking the role of talent management in a firm’s performance: Talent management practices and absorptive capacity," Working Papers 6442, Graduate School of Management, St. Petersburg State University.
18. Irene Lehto, 2015. "International entrepreneurial selling as construction of international opportunities," Journal of International Entrepreneurship, Springer, vol. 13(3), pages 277-302, September.
19. Yunxia Zhu, 2009. "Confucian Ethics Exhibited in the Discourse of Chinese Business and Marketing Communication," Journal of Business Ethics, Springer, vol. 88(3), pages 517-528, October.
20. Charles M. Vance & Irene Hau-siu Chow & Yongsun Paik & Jeffrey Gale, 2015. "A Comparative Analysis of Training Method Convergence vs. Divergence in East Asia," International Journal of Learning and Development, Macrothink Institute, vol. 5(1), pages 67-85, March.
21. Darko Pantelic & Florian Pinter, 2016. "Intercultural Know-how and Understanding: The Basis for Negotiations with Partners from the US," Business Perspectives and Research, , vol. 4(2), pages 145-160, July.
22. Richardson, Christopher & Rammal, Hussain Gulzar, 2018. "Religious belief and international business negotiations: Does faith influence negotiator behaviour?," International Business Review, Elsevier, vol. 27(2), pages 401-409.
23. 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.
24. 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.
25. Zhang, Zhi-Xue & Liu, Leigh Anne & Ma, Li, 2021. "Negotiation beliefs: Comparing Americans and the Chinese," International Business Review, Elsevier, vol. 30(5).
26. Chuah, Swee-Hoon & Hoffmann, Robert & Larner, Jeremy, 2014. "Chinese values and negotiation behaviour: A bargaining experiment," International Business Review, Elsevier, vol. 23(6), pages 1203-1211.