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Negotiating with the Chinese: Change Key Success Factors

  • This paper elaborates on key success factors for German negotiators in business negotiations with the Chinese. By reviewing latest research findings, conducting qualitative interviews and developing case studies, this research paper suggests that key success factors in negotiations with the Chinese are in transition. Therefore, this paper highlights the most essential changes in China’s negotiation style and environment, deriving from political, social and economic changes, and the related implications for German negotiators’ key success factors in 2015. Case studies serve as illustration of key success factors. Managerial implications and research limitations are discussed.

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Author:Sebastian Garn
Advisor:Christoph Mergard
Document Type:Bachelor Thesis
Year of Completion:2015
Year of first Publication:2015
Release Date:2015/11/26
Tag:international business; negotiation; sales
Degree Program:IBM - International Business Management
Functional area:Andere/Other