Negotiating with the Chinese: A Socio-Cultural Analysis

Ghauri, Pervez; Fang, Tony
October 2001
Journal of World Business;Fall2001, Vol. 36 Issue 3, p303
Academic Journal
China has been one of the most favorite markets for Western firms for the last decade. However, doing business with China is considered difficult, mainly because negotiating with Chinese counterparts is quite complex. This paper analyses the negotiation process with China from a socio-cultural perspective. A Swedish multinational, Ericsson, is followed for several years and its negotiation process for different Chinese projects in the telecommunication industry is studied in depth. Based on these cases and literature a model is developed and some conclusions are drawn. Finally, managerial implications presented as four Ps: Priority, Patience, Price and People sum up the essence of Chinese business negotiation process.


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