Negotiating with Chinese: Success of initial meetings is the key

Zhu, Yunxia, McKenna, Bernard and Sun, Zhu (2007) Negotiating with Chinese: Success of initial meetings is the key. Cross Cultural Management: An International Journal, 14 4: 354-364. doi:10.1108/13527600710830368

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Author Zhu, Yunxia
McKenna, Bernard
Sun, Zhu
Title Negotiating with Chinese: Success of initial meetings is the key
Journal name Cross Cultural Management: An International Journal   Check publisher's open access policy
ISSN 1352-7606
Publication date 2007-01-01
Sub-type Article (original research)
DOI 10.1108/13527600710830368
Volume 14
Issue 4
Start page 354
End page 364
Total pages 11
Place of publication Bingley, UK
Publisher Emerald Group Publishing Limited
Language eng
Subject 350212 International Business
150399 Business and Management not elsewhere classified
1503 Business and Management
350201 Human Resources Management
420308 Multicultural, Intercultural and Cross-cultural Studies
720403 Management
720399 International trade issues not elsewhere classified
350200 Business and Management
Formatted abstract
Purpose: Negotiating with the Chinese is an important topic in international business and cross-cultural management since China is playing an increasingly active role in doing business with the western countries. The purpose of this paper is to study initial meetings with the Chinese during business negotiation processes. In particular, it seeks to explore the processes of negotiation between the Chinese, Australian and American cultures.

Design/methodology/approach: The discussion is based on authentic cases collected from meetings which took place in both China and Australia, and the negotiation cases are analysed in the theoretical framework based on cross-cultural negotiation processes and intercultural dimensions.

Findings: The findings indicate that success of initial meetings is an important key to determine success for business negotiations.

Originality/value: The paper is of value through highlighting the fact that initial meetings with the Chinese can be seen as essential to negotiation since the Chinese tend to develop relationship or guanxi first before the actual negotiation takes place.
Keyword China
Cross-cultural studies
International business
National cultures
Q-Index Code C1
Q-Index Status Confirmed Code
Institutional Status UQ

Document type: Journal Article
Sub-type: Article (original research)
Collections: Excellence in Research Australia (ERA) - Collection
2008 Higher Education Research Data Collection
UQ Business School Publications
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Citation counts: Scopus Citation Count Cited 13 times in Scopus Article | Citations
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Created: Tue, 26 Feb 2008, 02:30:18 EST by Bernard J. Mckenna on behalf of Faculty of Business, Economics & Law