Access the full text.
Sign up today, get DeepDyve free for 14 days.
References for this paper are not available at this time. We will be adding them shortly, thank you for your patience.
<jats:sec><jats:title>Abstract</jats:title><jats:p>Establishing joint ventures in China is an interesting test of cross-cultural negotiation under conditions of uncertainty within a complex network of constraints. On one side is the huge Chinese company, heavily bureaucratic and focused on taking care of all dimensions of its employees lives. On the other side is the Western enterprise focused on quality performance and financial effectiveness. The negotiation process can be distinguished by several stages, each of them related to a specific issue such as the basic policy of the future joint venture, the technical issues, the financial aspects, and the legal aspects. Among the many issues, 16 are considered in this analysis as key issues of crucial importance in the building up of the agreement. A number of difficulties encountered by both parties during the negotiation are scrutinized, such as hidden differences in objectives, the obstacles due to non-overlapping perceptions, the lack of managerial culture, conflicting values behind behaviors, and the decision-making process in an administration-run economy.</jats:p> </jats:sec>
International Negotiation – Brill
Published: Jan 1, 2000
Keywords: international business; culture; negotiation; complexity; technology transfer; international relations; joint ventures; China; intercultural management; strategies
Read and print from thousands of top scholarly journals.
Already have an account? Log in
Bookmark this article. You can see your Bookmarks on your DeepDyve Library.
To save an article, log in first, or sign up for a DeepDyve account if you don’t already have one.
Copy and paste the desired citation format or use the link below to download a file formatted for EndNote
Access the full text.
Sign up today, get DeepDyve free for 14 days.
All DeepDyve websites use cookies to improve your online experience. They were placed on your computer when you launched this website. You can change your cookie settings through your browser.