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Negotiating with the Chinese: a socio-cultural analysis
8 references·3 citing·35 second hop
Negotiating with the Chinese: a socio-cultural analysis (2001)Negotiating with the Chinese: a socio-cul…Managing relationships within sino-foreign joint ventures (1999)Managing relationships within…Face, harmony, and social structure: an analysis of organizational behavior across cultures (1998)Face, harmony, and social str…Chinese Business Negotiating Style (1998)Chinese Business Negotiating …Face, Harmony, and Social Structure (1997)Face, Harmony, and Social Str…Chinese Conflict Preferences and Negotiating Behaviour: Cultural and Psychological Influences (1991)Chinese Conflict Preferences …AMERICAN BUSINESSPEOPLE'S PERCEPTIONS OF MARKETING AND NEGOTIATING IN THE PEOPLE'S REPUBLIC OF CHINA (1988)AMERICAN BUSINESSPEOPLE'S PER…Creating and Managing Joint Ventures in China (1987)Creating and Managing Joint V…Chinese commercial negotiating style (1982)Chinese commercial negotiatin…Culture and business networks: International business negotiations with Arab managers (2012)Culture and business networks…A model of face practices in Chinese business culture: Implications for western businesspersons (2008)A model of face practices in …Tension and trust in international business negotiations: American executives negotiating with Chinese executives (2006)Tension and trust in internat…The Nature of the Firm (1937)Strategies for joint venture success (1984)Strategy implementation: A comparison of face‐to‐face negotiations in the peoples republic of China and the United States (1992)Managerial Learning in Foreign-invested Enterprises of China (2001)The impact of FDI on the productivity of domestic firms: the case of China (2002)The Discovery of Grounded Theory: Strategies for Qualitative Research. (1968)Case Study Research: Design and Methods (1984)Qualitative Data Analysis: An Expanded Sourcebook (1994)Smart Bargaining. Doing Business with the Japanese (1985)The difference between Chinese and Western negotiations (1998)The Impact of Guanxi on Export Performance (2000)Leadership in administration (1957)International dimensions of organizational behavior (1986)Autonomy and effectiveness of equity international joint ventures (IJVs) in China (2003)Human resource strategies in post-WTO China (2005)Cultural Awareness in Knowledge Transfer to China — The Role of Guanxi and Mianzi (2010)Structuring Organizations (2015)Handbook of Industrial and Organizational Psychology. (1977)Telling more than we can know: Verbal reports on mental processes. (1977)Use of partial least squares (PLS) in strategic management research: a review of four recent studies (1999)Quality of Communication Experience: Definition, Measurement, and Implications for Intercultural Negotiations \n \n (2010)The Use of Partial Least Squares Path Modeling and Generalized Structured Component Analysis in International Business Research: A Literature Review (2013)Chinese Cross-Border M&A: Past Achievement, Contemporary Debates and Future Direction (2014)On Face-Work (1955)Culture's Consequences: International Differences in Work-Related Values (1981)Face and Favor: The Chinese Power Game (1987)A Dualistic Model of Harmony and its Implications for Conflict Management in Asia (2002)Conflict style differences between individualists and collectivists (2002)Intergroup Comparison versus Intragroup Relationships: A Cross-Cultural Examination of Social Identity Theory in North American and East Asian Cultural Contexts (2003)Epistemic motives and cultural conformity: Need for closure, culture, and context as determinants of conflict judgments. (2007)Gift Giving, Guanxi and Illicit Payments in Buyer–Supplier Relations in China: Analysing the Experience of UK Companies (2005)Paying a price: Culture, trust, and negotiation consequences. (2010)Dignity, face, and honor cultures: A study of negotiation strategy and outcomes in three cultures (2016)Cronyism: a cross-cultural analysis (2005)Social Network Research in Organizational Contexts (2012)
this work references cited by second hop

References

  • 1991Chinese Conflict Preferences and Negotiating Behaviour: Cultural and Psychological Influences420 cited
  • 1982Chinese commercial negotiating style262 cited
  • 1998Chinese Business Negotiating Style248 cited
  • 1998Face, harmony, and social structure: an analysis of organizational behavior across cultures205 cited
  • 1997Face, Harmony, and Social Structure178 cited
  • 1987Creating and Managing Joint Ventures in China114 cited
  • 1999Managing relationships within sino-foreign joint ventures62 cited
  • 1988AMERICAN BUSINESSPEOPLE'S PERCEPTIONS OF MARKETING AND NEGOTIATING IN THE PEOPLE'S REPUBLIC OF CHINA39 cited

Cited by

  • 2006Tension and trust in international business negotiations: American executives negotiating with Chinese executives153 cited
  • 2012Culture and business networks: International business negotiations with Arab managers140 cited
  • 2008A model of face practices in Chinese business culture: Implications for western businesspersons33 cited

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