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| Author: | Derong, C. Faure, G. |
| Title: | When Chinese companies negotiate with their government |
| Journal: | Organization Studies
1995 : VOL. 16:1, p. 27-54 |
| Index terms: | CHINA ENTERPRISE NEGOTIATION POWER |
| Language: | eng |
| Abstract: | Drawing on case study material, this paper analyzes a complex negotiation between a Chinese company and local government. It highlights the main characteristics of such a negotiation and describes the rationale and outcomes of the process. Observations made in a Chinese context may provide insights for negotiators working in other cultural contexts when they address the question of resolving universal difficulties in government-organization negotiations. |
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