Business negotiation in the cultural context of Confucianism | |
| Author | Yang, Fuli |
| Call Number | AIT RSPR no. SM-98-42 |
| Subject(s) | Negotiation in business Confucian ethics |
| Note | A research study submitted in partial fulfillment of the requirements for the degree of Master of Business Administration, School of Management |
| Publisher | Asian Institute of Technology |
| Abstract | For the Western companies, a successful market entry and subsequent expansion in China have to begin with the negotiation with Chinese partners. Due to the cultural differences, the Westerners may feel it is difficult to understand Chinese concepts, behavior and practices during the negotiation process. It is necessary for them to learn that it takes a great deal of patience and effort, as well as resources, to gain a foothold in China. There are particular ethical values, spiritual concepts and attitudes towards world, different religious belief and standards of assessing matters in Confucianism culture, consequently, the business practices including negotiation in this cultural context have some special aspects. This research study is aimed at analyzing the factors affecting business negotiation in China, , finding out the managerial concepts and strategies with Chinese characteristics on business negotiation |
| Year | 1998 |
| Type | Research Study Project Report (RSPR) |
| School | School of Management (SOM) |
| Department | Other Field of Studies (No Department) |
| Academic Program/FoS | Master of Business Administration (MBA) (Publication code=SM) |
| Chairperson(s) | Swierczek, Fredlic William; |
| Examination Committee(s) | Speece, Mark William ;Bechter, Clemens; |
| Scholarship Donor(s) | Partial Scholarship, Asian Institute of Technology ; |
| Degree | Research Studies Project Report (M.B.A.) - Asian Institute of Technology, 1998 |