search query: @author Adler, N. J. / total: 10
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| Author: | Adler, N. J. Brahm, R. Graham, J. L. |
| Title: | Strategy implementation: a comparison of face-to-face negotiations in the People's Republic of China and the United States |
| Journal: | Strategic Management Journal
1992 : SEP, VOL. 13:6, p.449-466 |
| Index terms: | STRATEGY NEGOTIATION USA CHINA CULTURE INDIVIDUAL BEHAVIOUR |
| Language: | eng |
| Abstract: | Crucial to every business alliance are the face-to-face negotiations that occur during the formulation and maintenance of the commercial relationship. The results of a study of American and Chinese businesspeople in simulated intercultural negotiations suggest both similarities and differences in styles. Negotiators in both cultures were more succesful when taking a problem-solving approach. The Chinese negotiators tended to ask many more questions and to interrupt one another more frequently than their American counterparts. Such subtle differences in style may cause problems in Sino-American negotiations, which may otherwise prove to be fruitful commercial alliances. |
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