Negotiating with the Chinese: A Socio-Cultural Analysis

By Pervez Ghauri, T. Fang. 2001

166 citations recorded by the source corpus.

Subfields: Strategy and Management

View Paper: https://www.semanticscholar.org/paper/858fedad41872c5ba6c461535a3479e2ed57d2e9

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

1. Peter K. C. Lee
2. P. Humphreys
3. Stefan Hoejmose

Citations in the corpus

• Tension and trust in international business negotiations: American executives negotiating with Chinese executives (2006, unknown): “The contributions of Weiss (1990) and Ghauri and Fang (2001) provide excellent examples. Other cultures should be studied as well, as emphasized by Hui and Luk (1997). We know from the negotiations literature that the role of cultural differences varies across international dyads.”
• The role of Guanxi in supply management practices (2007, background): “One of the key values of Confucianism is its strong emphasis on inter-personal relationships and conducts (Ghauri and Fang, 2001).”