FRINK Linked Data Fragments server

Matches in SemOpenAlex for { <https://semopenalex.org/work/W2013789970> ?p ?o ?g. }

• W2013789970 endingPage "60" @default.
• W2013789970 startingPage "50" @default.
• W2013789970 abstract "Purpose To examine the nature of Chinese business negotiating style in Sino‐Western business negotiations in business‐to‐business markets involving large industrial projects from a social cultural point of view. Design/methodology/approach A conceptual approach developed from personal interviews. Findings This study reveals that the Chinese negotiator does not possess an absolute negotiating style but rather embraces a mixture of different roles together: “Maoist bureaucrat in learning”, “Confucian gentleman”, and “Sun Tzu‐like strategist”. The Chinese negotiating strategy is essentially a combination of cooperation and competition (termed as the “coop‐comp” negotiation strategy in this study). Trust is the ultimate indicator of Chinese negotiating propensities and role choices. Research limitations/implications The focus of this study is on Chinese negotiating style shown in large B2B negotiations with Chinese SOEs. Originality/value Differing from most other studies on Chinese negotiating style which tend to depict the Chinese negotiator as either sincere or deceptive, this study points out that there exists an intrinsic paradox in Chinese negotiating style which reflects the Yin Yang thinking. The Chinese negotiator has a cultural capacity to negotiate both sincerely and deceptively and he/she changes coping strategies according to situation and context, all depending on the level of trust between negotiating partners." @default.
• W2013789970 created "2016-06-24" @default.
• W2013789970 creator A5008337091 @default.
• W2013789970 date "2006-01-01" @default.
• W2013789970 modified "2023-09-25" @default.
• W2013789970 title "Negotiation: the Chinese style" @default.
• W2013789970 cites W1535125823 @default.
• W2013789970 cites W1550352480 @default.
• W2013789970 cites W2000178614 @default.
• W2013789970 cites W2004765678 @default.
• W2013789970 cites W2018316896 @default.
• W2013789970 cites W2020715206 @default.
• W2013789970 cites W2031878851 @default.
• W2013789970 cites W2037346011 @default.
• W2013789970 cites W2050300914 @default.
• W2013789970 cites W2061677277 @default.
• W2013789970 cites W2080666948 @default.
• W2013789970 cites W2086903324 @default.
• W2013789970 cites W2090967075 @default.
• W2013789970 cites W2093611241 @default.
• W2013789970 cites W2099482266 @default.
• W2013789970 cites W2105384777 @default.
• W2013789970 cites W2108183214 @default.
• W2013789970 cites W2127144242 @default.
• W2013789970 cites W2136669199 @default.
• W2013789970 cites W2136754123 @default.
• W2013789970 cites W2157855868 @default.
• W2013789970 cites W3123706551 @default.
• W2013789970 cites W4206277124 @default.
• W2013789970 cites W4253090946 @default.
• W2013789970 cites W4255964123 @default.
• W2013789970 cites W639983325 @default.
• W2013789970 cites W2169718143 @default.
• W2013789970 doi "https://doi.org/10.1108/08858620610643175" @default.
• W2013789970 hasPublicationYear "2006" @default.
• W2013789970 type Work @default.
• W2013789970 sameAs 2013789970 @default.
• W2013789970 citedByCount "91" @default.
• W2013789970 countsByYear W20137899702012 @default.
• W2013789970 countsByYear W20137899702013 @default.
• W2013789970 countsByYear W20137899702014 @default.
• W2013789970 countsByYear W20137899702015 @default.
• W2013789970 countsByYear W20137899702016 @default.
• W2013789970 countsByYear W20137899702017 @default.
• W2013789970 countsByYear W20137899702018 @default.
• W2013789970 countsByYear W20137899702019 @default.
• W2013789970 countsByYear W20137899702020 @default.
• W2013789970 countsByYear W20137899702021 @default.
• W2013789970 countsByYear W20137899702022 @default.
• W2013789970 countsByYear W20137899702023 @default.
• W2013789970 crossrefType "journal-article" @default.
• W2013789970 hasAuthorship W2013789970A5008337091 @default.
• W2013789970 hasConcept C11012388 @default.
• W2013789970 hasConcept C144024400 @default.
• W2013789970 hasConcept C144133560 @default.
• W2013789970 hasConcept C151730666 @default.
• W2013789970 hasConcept C15744967 @default.
• W2013789970 hasConcept C166957645 @default.
• W2013789970 hasConcept C17744445 @default.
• W2013789970 hasConcept C18903297 @default.
• W2013789970 hasConcept C191935318 @default.
• W2013789970 hasConcept C199539241 @default.
• W2013789970 hasConcept C199776023 @default.
• W2013789970 hasConcept C2776445246 @default.
• W2013789970 hasConcept C2776950860 @default.
• W2013789970 hasConcept C2779343474 @default.
• W2013789970 hasConcept C2779398514 @default.
• W2013789970 hasConcept C36289849 @default.
• W2013789970 hasConcept C39549134 @default.
• W2013789970 hasConcept C77805123 @default.
• W2013789970 hasConcept C86803240 @default.
• W2013789970 hasConcept C91306197 @default.
• W2013789970 hasConcept C95457728 @default.
• W2013789970 hasConceptScore W2013789970C11012388 @default.
• W2013789970 hasConceptScore W2013789970C144024400 @default.
• W2013789970 hasConceptScore W2013789970C144133560 @default.
• W2013789970 hasConceptScore W2013789970C151730666 @default.
• W2013789970 hasConceptScore W2013789970C15744967 @default.
• W2013789970 hasConceptScore W2013789970C166957645 @default.
• W2013789970 hasConceptScore W2013789970C17744445 @default.
• W2013789970 hasConceptScore W2013789970C18903297 @default.
• W2013789970 hasConceptScore W2013789970C191935318 @default.
• W2013789970 hasConceptScore W2013789970C199539241 @default.
• W2013789970 hasConceptScore W2013789970C199776023 @default.
• W2013789970 hasConceptScore W2013789970C2776445246 @default.
• W2013789970 hasConceptScore W2013789970C2776950860 @default.
• W2013789970 hasConceptScore W2013789970C2779343474 @default.
• W2013789970 hasConceptScore W2013789970C2779398514 @default.
• W2013789970 hasConceptScore W2013789970C36289849 @default.
• W2013789970 hasConceptScore W2013789970C39549134 @default.
• W2013789970 hasConceptScore W2013789970C77805123 @default.
• W2013789970 hasConceptScore W2013789970C86803240 @default.
• W2013789970 hasConceptScore W2013789970C91306197 @default.
• W2013789970 hasConceptScore W2013789970C95457728 @default.
• W2013789970 hasIssue "1" @default.
• W2013789970 hasLocation W20137899701 @default.
• W2013789970 hasOpenAccess W2013789970 @default.
• W2013789970 hasPrimaryLocation W20137899701 @default.

• next