کد مقاله کد نشریه سال انتشار مقاله انگلیسی نسخه تمام متن
1001707 937236 2008 11 صفحه PDF دانلود رایگان
عنوان انگلیسی مقاله ISI
Changing success and failure factors in business negotiations with the PRC
موضوعات مرتبط
علوم انسانی و اجتماعی مدیریت، کسب و کار و حسابداری کسب و کار و مدیریت بین المللی
پیش نمایش صفحه اول مقاله
Changing success and failure factors in business negotiations with the PRC
چکیده انگلیسی

This article studies the factors that could affect success and failure in business negotiations with the People's Republic of China (PRC). By comparing this study with two earlier studies on the same subject conducted in the 1980s and 1990s, respectively, the article suggests that both success and failure factors in negotiating with the PRC are in transition. The article emphasizes the importance of trust, professionalism, technology, and price competition in negotiating with the Chinese in post-WTO China. Future research and managerial implications are discussed.

ناشر
Database: Elsevier - ScienceDirect (ساینس دایرکت)
Journal: International Business Review - Volume 17, Issue 2, April 2008, Pages 159–169
نویسندگان
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