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• W2120674502 abstract "The Chinese negotiation style remains enigmatic for many foreign negotiators. This article is written for foreign negotiators going to China and explores how Chinese negotiators think about ethically ambiguous negotiation tactics (EANTs), focusing on how the relationship with the other party influences the appropriateness of such tactics. Two studies are presented: an interpretation of interview data followed by a survey that shows Chinese negotiators rate EANTs as significantly less appropriate when they have a relationship with the other party. Advice for negotiators going to China is provided. © 2009 Wiley Periodicals, Inc." @default.
• W2120674502 created "2016-06-24" @default.
• W2120674502 creator A5000766145 @default.
• W2120674502 date "2009-09-01" @default.
• W2120674502 modified "2023-09-26" @default.
• W2120674502 title "Negotiating with the Chinese: EANTs and all" @default.
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• W2120674502 doi "https://doi.org/10.1002/tie.20284" @default.
• W2120674502 hasPublicationYear "2009" @default.
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