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Chinese Business Negotiating Style
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  • 2010Paying a price: Culture, trust, and negotiation consequences.173 cited
  • 2016Dignity, face, and honor cultures: A study of negotiation strategy and outcomes in three cultures169 cited
  • 2005Gift Giving, Guanxi and Illicit Payments in Buyer–Supplier Relations in China: Analysing the Experience of UK Companies167 cited
  • 2001Negotiating with the Chinese: a socio-cultural analysis164 cited
  • 2012Culture and business networks: International business negotiations with Arab managers140 cited
  • 2001Managing Workplace Conflict in the United States and Hong Kong136 cited
  • 2017The Internationalization of Chinese Firms and Negative Media Coverage: The Case of Geely's Acquisition of Volvo Cars55 cited
  • 2004AN ANALYSIS OF CHINESE EFL LEARNERS' BELIEFS ABOUT THE ROLE OF ROTE LEARNING IN VOCABULARY LEARNING STRATEGIES53 cited
  • 2017Is guanxi universal in China? Some evidence of a paradoxical shift52 cited
  • 2009Network-based recruiting and applicant attraction in China: insights from both organizational and individual perspectives45 cited
  • 2007Focusing on Relationship Dimensions to Improve the Quality of Chinese–Western Business-to-Business Exchanges38 cited
  • 2013Management and organizations38 cited
  • 2025Navigating industrial policy and global value chains in an era of disruptions37 cited

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  • 2008A model of face practices in Chinese business culture: Implications for western businesspersons33 cited
  • 2009Age and expatriate job performance in Greater China32 cited
  • 2010Cultural Awareness in Knowledge Transfer to China — The Role of Guanxi and Mianzi32 cited