Chinese business negotiations: South African firm experiences and perspectives
| 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.date.updated | 2016-01-13T10:47:34Z | |
| 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.identifier.apacitation | Horwitz, F., Hemmant, R., & Rademeyer, C. (2008). Chinese business negotiations: South African firm experiences and perspectives. <i>South African Journal of Business Management</i>, http://hdl.handle.net/11427/25863 | en_ZA |
| dc.identifier.chicagocitation | Horwitz, F, R Hemmant, and C Rademeyer "Chinese business negotiations: South African firm experiences and perspectives." <i>South African Journal of Business Management</i> (2008) http://hdl.handle.net/11427/25863 | en_ZA |
| 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.ris | TY - Journal Article AU - Horwitz, F AU - Hemmant, R AU - Rademeyer, C AB - 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’. DA - 2008 DB - OpenUCT DP - University of Cape Town J1 - South African Journal of Business Management LK - https://open.uct.ac.za PB - University of Cape Town PY - 2008 T1 - Chinese business negotiations: South African firm experiences and perspectives TI - Chinese business negotiations: South African firm experiences and perspectives UR - http://hdl.handle.net/11427/25863 ER - | en_ZA |
| dc.identifier.uri | http://hdl.handle.net/11427/25863 | |
| dc.identifier.vancouvercitation | Horwitz F, Hemmant R, Rademeyer C. Chinese business negotiations: South African firm experiences and perspectives. South African Journal of Business Management. 2008; http://hdl.handle.net/11427/25863. | en_ZA |
| dc.language.iso | eng | |
| dc.publisher.department | Graduate School of Business | |
| dc.publisher.faculty | Graduate School of Business | |
| dc.publisher.institution | University of Cape Town | |
| 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 | Journal Article | |
| uct.type.filetype | Text | |
| uct.type.filetype | Image |