Chinese business negotiations : the pre-departure process

Lynn, Alex. (2002). Chinese business negotiations : the pre-departure process Honours Thesis, School of Business, University of Queensland.

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Author Lynn, Alex.
Thesis Title Chinese business negotiations : the pre-departure process
School, Centre or Institute School of Business
Institution University of Queensland
Publication date 2002
Thesis type Honours Thesis
Total pages 96
Language eng
Subjects 1503 Business and Management
Formatted abstract
The People's Republic of China's (PRC) acceptance into the World Trade Organisation has provided the incentive for an acceleration of inward business flows. Negotiations allow the agreement of terms and conditions for these business enterprises. There are a number of activities that must occur, and some more that should, before the foreign firm departs to negotiate in the PRC. However, there has been no research to determine what activities will provide the best foundation upon which to conduct negotiations. This research addresses the question of what negotiators should do, or expect, prior to departing for the PRC? To accomplish this goal a number of individuals who have experienced negotiations with PRC firms were inductively interviewed using a framework constructed from negotiation literature and brainstorming sessions. Interview Transcripts are processed using Langley's (1999) techniques for analysing process data. Original results were obtained in a number of areas, including, but not limited to, recommended methods of searching for potential PRC companies, a listing of preparatory research topics, team selection criteria, team briefing recommendations and information transaction concerns and recommendations for requests.

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Created: Tue, 26 Oct 2010, 15:24:31 EST by Muhammad Noman Ali on behalf of The University of Queensland Library