Negotiation Across China

Name: Negotiation Across China
Brand: VDM Verlag Dr. Müller
SKU: 9783639144260
Price: 1875 CZK
Availability: InStock

How to Build and Manage Guanxi during the Negotiation Prcoess

Autor: Chia Heng Liu

Jazyk:

Vazba: Brožovaná

Vydavatel: VDM Verlag Dr. Müller

Dostupnost: U nakladatele na objednávku

Odesíláme za 17-27 dnů

1 875 Kč

China has become a major topic of conversation in §academic, business and negotiation literature in...

Informace o knize

Autor

Chia Heng Liu

Jazyk

Angličtina

Vazba

Kniha - Brožovaná

Vydáno

2009

Stránek

252

EAN

9783639144260

Enbook ID

06823026

Vydavatel

VDM Verlag Dr. Müller

Rozměry

149 x 223 x 20

Kompletní popis

China has become a major topic of conversation in §academic, business and negotiation literature in §recent times, as has the concept of guanxi §behaviour. However, we know little about how guanxi §in non-Eastern cultures, feel about this idea. For §this reason, three research questions were developed §in the Literature Review. The research methodology §is qualitative, based on the interpretivism paradigm §using a phenomenology research design. The findings §were also triangulated using the focus group §interviews. §§The research data analysis is based on the Stevick-§Colaizzi-Jeen method by Moustakas (1994). The §results show that guanxi itself is a quality built §on relationships, favours, dependence, competency, §experience and adaptation rather than inter-§organisation relationships. Furthermore, the study §of guanxi needs to be done by examining both §internal factors and external factors which §influence the negotiation of an enterprise. §Finally, guanxi strategies aim to improve: (1) §guanxi quality; (2) negotiation performance; (3) §competitive position; and (4) competitive advantage §for win-win negotiation purposes.

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Negotiation Across China

How to Build and Manage Guanxi during the Negotiation Prcoess

Informace o knize

Kompletní popis

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