UDC 33


Pogodaev Victor Sergeevich
National Research University «Higher School of Economics»

This paper contemplates the main characteristics of the negotiation style in China, that is becoming more and more influential in the international business environment. In the theoretical part, based on one of the considered theoretical models, Chinese business people's approach to each stage of the negotiation process is analyzed in detail, their tactics are interpreted and illustrated with concrete examples. In the analytical part the results of the author's empirical study which was aimed at identifying possible changes in Chinese negotiation style are demonstrated and discussed.

Keywords: business negotiations, Chinese business environment, Chinese negotiation style, negotiation tactics

Article reference:
Characteristics of Chinese negotiation style // Economics and innovations management. 2014. № 2 [Electronic journal]. URL: https://ekonomika.snauka.ru/en/2014/02/4103

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