Negotiate on a relationship in China

Negotiation on a relationship: existing western negotiation management and marketing practices are not sufficient to address the complex issues of business negotiation in China that are unavoidably influenced by four contextual variables i.e. the strategic environment context, the organisational context, the negotiation process and the negotiating culture. It was under this holistic conceptualization that this monograph was commissioned and the findings and the recommendations are announced to help foreign negotiators conduct their business negotiations with their Chinese counterparts.

Autorentext

Dr. Thomas K.P. Leung is Associate Professor of the Hong Kong Polytechnic University. He has over 10 years working experience in multinational companies before becoming an academic. He has published over 90 articles including a book "Guanxi: Relationship Marketing in a Chinese Context" published by International Business Press.