Tag Archives: China

CULTURAL DETERMINANTS OF CHINESE NEGOTIATIONS BEHAVIOR

By Prof. G. Venkat Raman There is a vast body of literature that deals with culture and its impact on international business negotiations and broadly speaking there are four approaches, namely, structural-processual approach, negotiators’ behavior approach, cognitive-strategic approach and the stages approach. The structural–processual approach talks about factors like context/situation, processual/behavioural aspects and other strategic goals/ outcomes.[1] The negotiators’ behavior …Read more »

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