Chinese business negotiations: South African firm experiences and perspectives

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dc.contributor.author Horwitz, F
dc.contributor.author Hemmant, R
dc.contributor.author Rademeyer, C
dc.date.accessioned 2017-10-27T13:15:15Z
dc.date.available 2017-10-27T13:15:15Z
dc.date.issued 2008
dc.identifier.citation Horwitz, F., Hemmant, R., & Rademeyer, C. (2008). Chinese business negotiations: South African firm experiences and perspectives. South African Journal of Business Management, 39(1), 1-13.
dc.identifier.uri http://hdl.handle.net/11427/25863
dc.description.abstract South African business joint ventures in China are increasing. Successful negotiations are a key component when establishing a gateway into the Chinese market. This research is undertaken to establish South African business negotiators’ understanding of Chinese business negotiation styles and behaviours and determinants of cross-cultural negotiation. Primary data was obtained through quantitative ranking style questionnaires and semi-structured interviews with selected South African business people who have had business negotiations with Chinese firms. The research revealed that perceptions held by South African business negotiators do not differ substantially from that of Westerners with regards to aspects such as trust relationships, hierarchical decision making, long-term decision making, networks and the concept of ‘face’.
dc.source South African Journal of Business Management
dc.source.uri http://www.academicjournals.org/journal/AJBM/about
dc.title Chinese business negotiations: South African firm experiences and perspectives
dc.type Articles
dc.date.updated 2016-01-13T10:47:34Z
dc.publisher.institution University of Cape Town
dc.publisher.faculty Graduate School of Bussiness
dc.publisher.department Graduate School of Business
uct.type.filetype Text
uct.type.filetype Image


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