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How to manage the negotiation process with a Chinese company
Kristianstad University College, Department of Business Administration.
Kristianstad University College, Department of Business Administration.
Kristianstad University College, Department of Business Administration.
2006 (English)Independent thesis Basic level (degree of Bachelor)Student thesis
Abstract [en]

Today, China is the fastest growing economy in the world (Fang, 2005). Foreign companies are competing for the opportunity to take part of this development and reach the Chinese market, and Sweden is no exception. A crucial part in doing business with Chinese companies is the negotiation process. There exist many differences in culture between Sweden and China. To consider these differences may be the key for a successful negotiation.

In this dissertation we study Chinese business negotiation only from the perspective of Swedish negotiators. Guidelines on how to make a successful deal have been compiled based on the literature and tested in a case study. In the case study Swedish negotiators has compared the guidelines from the literature with their actual experiences to see how well they match. Based on the result a modified list of guidelines will be presented that hopefully will be applicable for Swedish companies when negotiating with Chinese companies.

The result from the case study showed that the experiences from the respondents were consistent to some extent, but it also showed different issues worth mentioning. Because of the information received from the respondents a modified list of guidelines were made with the aim to be more applicable to Swedish exporting companies.

Place, publisher, year, edition, pages
2006.
National Category
Law
Identifiers
URN: urn:nbn:se:hkr:diva-3780Local ID: oai:eprints.bibl.hkr.se.oai2:1064OAI: oai:DiVA.org:hkr-3780DiVA: diva2:230235
Uppsok
Social and Behavioural Science, Law
Available from: 2006-01-01 Created: 2006-01-01 Last updated: 2006-09-11

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CiteExportLink to record
Permanent link

Direct link
Cite
Citation style
  • apa
  • harvard1
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf