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Negotiate on a Relationship in China

Negotiate on a Relationship in China

Paperback

Management

ISBN10: 3843357412
ISBN13: 9783843357418
Publisher: Lap Lambert Academic Pub
Published: Nov 10 2010
Pages: 492
Weight: 1.58
Height: 1.10 Width: 6.00 Depth: 9.00
Language: English
Negotiation on a relationship: existing western negotiation management and marketing practices are not sufficient to address the complex issues of business negotiation in China that are unavoidably influenced by four contextual variables i.e. the strategic environment context, the organisational context, the negotiation process and the negotiating culture. It was under this holistic conceptualization that this monograph was commissioned and the findings and the recommendations are announced to help foreign negotiators conduct their business negotiations with their Chinese counterparts.

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Management