Negotiating with Chinese: A cultural perspective

Cross Cultural Management: An International Journal

Volumn 5, Issue 3, 1998, Pages 42-56

  Herbig, Paul ^a   Martin, Drew ^b  

^a Managing Direct of Herbig and Sons   (United States)

^b UNIVERSITY OF OREGON   (United States)

Author keywords

China; National cultures; Negotiating

Indexed keywords

EID: 84992978638     PISSN: 13527606     EISSN: 17586089     Source Type: Journal    
DOI: 10.1108/13527609810796826     Document Type: Article

References (12)

1. Geoffrey Murray, Doing Business in China: The last great market. Ch.9, Negotiating skills required for succeeding in China, p. 222–242.
2. Quanyu, Andrulis, Tong; A Guide to Successful Business Relations with the Chinese, Ch.7. The skill of talking with the Chinese people, p. 163–179
3. Ch. 9. The role of banquets, pp. 195–213.
4. Philips, R. Harris, Robert T. Moran; Managing Cultural Differences, People's Republic of China, pp. 399–407.
5. Kamal Fatehi, International Management: A cross-cultural and functional perspective, Ch. 6, International Communication, Appendix 1, pp. 224–226.
6. American Management Association, Aug. 95. Scaling the Wall of China, pp. 13–19.
7. Management Accounting, Aug. 96. A Management Accountant's Guide, pp. 22–28.
8. Export Today, March 96, The Road to China, pp. 30–41.
9. Export Today, June 96. China: Cause and Effect, pp. 18–26.
10. Export Today, Feb. 96, China: Lessons Learned, pp. 41–42.
11. Export Today, Apr. 96. China's Divided Market, pp. 22–27.
12. Export Today, Nov/Dec. 96, China: Of Sales Plans and Planned Sales, pp. 46–51.