TY - JOUR
AU1 - E. Alan Buttery
AU2 - T.K.P. Leung
AB - Guanxi is the foundation of Chinese business negotiations. The paper explains the meaning of Guanxi and uses it to differentiate between the characteristics of Chinese and Western negotiations in the marketing context. Guanxi is a characteristic of Chinese culture and provides a starting point for understanding the Chinese negotiating style. Western cultures have inherently different characteristics. As culture is so important in the negotiation process, the paper also reviews the five dimensions of culture as outlined by Hofstede (1991) and places these in the Chinese context.
TI - The difference between Chinese and Western negotiations
JF - European Journal of Marketing
DO - 10.1108/03090569810204652
DA - 1998-04-01
UR - https://www.deepdyve.com/lp/emerald-publishing/the-difference-between-chinese-and-western-negotiations-rpweYMHWWT
SP - 374
EP - 389
VL - 32
IS - 3/4
DP - DeepDyve
ER -