Chinese Negotiation Style
Journal of Business & Industrial Marketing
Emerald Article: Negotiation: the Chinese style Tony Fang
Article information:
To cite this document: Tony Fang, (2006),"Negotiation: the Chinese style", Journal of Business & Industrial Marketing, Vol. 21 Iss: 1 pp. 50 - 60 Permanent link to this document: http://dx.doi.org/10.1108/08858620610643175 Downloaded on: 08-10-2012 References: This document contains references to 76 other documents Citations: This document has been cited by 10 other documents To copy this document: permissions@emeraldinsight.com
Access to this document was granted through an Emerald subscription provided by UNIVERSITY OF GAVLE For Authors: If you would like to write for this, or any other Emerald publication, then please use our Emerald for Authors service. Information about how to choose which publication to write for and submission guidelines are available for all. Please visit www.emeraldinsight.com/authors for more information. About Emerald www.emeraldinsight.com With over forty years ' experience, Emerald Group Publishing is a leading independent publisher of global research with impact in business, society, public policy and education. In total, Emerald publishes over 275 journals and more than 130 book series, as well as an extensive range of online products and services. Emerald is both COUNTER 3 and TRANSFER compliant. The organization is a partner of the Committee on Publication Ethics (COPE) and also works with Portico and the LOCKSS initiative for digital archive preservation.
*Related content and download information correct at time of download.
Negotiation: the Chinese style
Tony Fang
School of Business, Stockholm University, Stockholm, Sweden
Abstract Purpose – To examine the nature of Chinese business negotiating style in Sino-Western business negotiations in business-to-business markets involving large industrial projects from a social cultural point of view. Design/methodology/approach – A conceptual approach
Emerald Article: Negotiation: the Chinese style Tony Fang
Article information:
To cite this document: Tony Fang, (2006),"Negotiation: the Chinese style", Journal of Business & Industrial Marketing, Vol. 21 Iss: 1 pp. 50 - 60 Permanent link to this document: http://dx.doi.org/10.1108/08858620610643175 Downloaded on: 08-10-2012 References: This document contains references to 76 other documents Citations: This document has been cited by 10 other documents To copy this document: permissions@emeraldinsight.com
Access to this document was granted through an Emerald subscription provided by UNIVERSITY OF GAVLE For Authors: If you would like to write for this, or any other Emerald publication, then please use our Emerald for Authors service. Information about how to choose which publication to write for and submission guidelines are available for all. Please visit www.emeraldinsight.com/authors for more information. About Emerald www.emeraldinsight.com With over forty years ' experience, Emerald Group Publishing is a leading independent publisher of global research with impact in business, society, public policy and education. In total, Emerald publishes over 275 journals and more than 130 book series, as well as an extensive range of online products and services. Emerald is both COUNTER 3 and TRANSFER compliant. The organization is a partner of the Committee on Publication Ethics (COPE) and also works with Portico and the LOCKSS initiative for digital archive preservation.
*Related content and download information correct at time of download.
Negotiation: the Chinese style
Tony Fang
School of Business, Stockholm University, Stockholm, Sweden
Abstract Purpose – To examine the nature of Chinese business negotiating style in Sino-Western business negotiations in business-to-business markets involving large industrial projects from a social cultural point of view. Design/methodology/approach – A conceptual approach
Citations: Journal of Business & Industrial Marketing 21/1 (2006) 50– 60 q Emerald Group Publishing Limited [ISSN 0885-8624] [DOI 10.1108/08858620610643175] 50