Last week on the Conflict Management Division Listserv* Roger C. Mayer, Professor of Management at The University of Akron put the word out for any short, practical guides to negotiating in China and got this nice collection of online articles from Kim Foster (the first one is open access but 2 – 4 require $);
2. Business-to-business negotiating in China: the role of morality Author(s):Jamal A. Al-Khatib, Stacy M. Vollmers, Yusin LiuJournal of Business & Industrial Marketing; Volume: 22 Issue: 2; 2007
3. Negotiating in China: some issues for Western women Author(s):Hong Seng WooWomen in Management Review; Volume: 14 Issue: 4; 1999
4. Cultural characteristics prevalent in the Chinese negotiation process Author(s):Hong Seng Woo, Celine Prud’hommeEuropean Business Review; Volume: 99 Issue: 5; 1999
Also, take a look at this useful article summary from the Harvard Business Review called Negotiating in China and this very useful website devoted to assisting Westerners to Negotiate in China
*The Conflict Management Division Listserv is an electronic list sponsored by the Conflict Management Division of the Academy of Management
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