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| Author: | Graham, J.L. Lam, N.M. |
| Title: | The Chinese negotiation |
| Journal: | Harvard Business Review
2003 : OCT, VOL. 81:10, p. 82-91 |
| Index terms: | Negotiation Communication Corporate culture Management styles International relations USA China Asia |
| Language: | eng |
| Abstract: | You've heard the tips for negotiating in China: Bow and scrape. Dress funereally. Bestow expensive gifts. To move your dealings to the next level, you need to understand the cultural context of Chinese business style. This article describes the cultural context of Chinese business style. It is presented that the cause of failed negotiations btw. U.S. and Chinese executives is the failure of the U.S. to understand the broader context of Chinese culture and values. |
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