Journal article
Negotiating with the Chinese: EANTs and All
Thunderbird International Business Review, Vol.51(5), pp.473-489
2009
Abstract
The Chinese negotiation style remains enigmatic for many foreign negotiators. This article is written for foreign negotiators going to China and explores how Chinese negotiators think about ethically ambiguous negotiation tactics (EANTs), focusing on how the relationship with the other party influences the appropriateness of such tactics. Two studies are presented: an interpretation of interview data followed by a survey that shows Chinese negotiators rate EANTs as significantly less appropriate when they have a relationship with the other party. Advice for negotiators going to China is provided.
Details
- Title
- Negotiating with the Chinese: EANTs and All
- Authors
- Cheryl J Rivers (Author) - University of the Sunshine Coast - Faculty of Business
- Publication details
- Thunderbird International Business Review, Vol.51(5), pp.473-489
- Publisher
- John Wiley & Sons Inc.
- Date published
- 2009
- DOI
- 10.1002/tie.20284
- ISSN
- 1096-4762
- Organisation Unit
- University of the Sunshine Coast, Queensland
- Language
- English
- Record Identifier
- 99449592902621
- Output Type
- Journal article
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