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Peer reviewed Peer reviewed
ERIC Number: EJ660719
Record Type: CIJE
Publication Date: 2003
Pages: N/A
Abstractor: N/A
ISBN: N/A
ISSN: ISSN-0021-9436
EISSN: N/A
Successful Sino-Western Business Negotiation: Participants' Accounts of National and Professional Cultures.
Sheer, Vivian C.; Chen, Ling
Journal of Business Communication, v40 n1 p50-85 Jan 2003
Explores the role of national and professional cultures in Sino-Western negotiations. Considers the way participants accounted for their experiences in an effort to gain more insight into Sino-Western negotiations. Discusses three successful strategies for both Chinese and Western groups: Adequate preparation, image work, and good relationship. (SG)
Descriptors: Business Communication, Chinese Culture, Cultural Differences, Higher Education, International Communication, Negotiation Agreements
Publication Type: Journal Articles; Reports - Evaluative
Education Level: N/A
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A
Grant or Contract Numbers: N/A