| 来源类型 | Article |
| 规范类型 | 其他 |
| DOI | 10.1177/017084069501600102 |
| When Chinese companies negotiate with their government. | |
| Faure GO; Chen D | |
| 发表日期 | 1995 |
| 出处 | Organization Studies 16 (1): 27-54 |
| 出版年 | 1995 |
| 语种 | 英语 |
| 摘要 | Drawing on case study material, this paper analyzes a complex negotiation between a Chinese company and local government. It highlights the main char acteristics of such a negotiation and describes the rationale and outcomes of the process. Observations made in a Chinese context may provide insights for negotiators working in other cultural contexts when they address the question of resolving universal difficulties in government-organization negotiations. Lessons are drawn on matters such as the logic implemented in order to deal with power within an asymmetric setting or some workable approaches used in conflict handling, especially in case of deadlock. Finally by emphasizing three cultural dimensions — national—ethnic, organizational and profes sional — this study analyzes some key features of negotiated management in the Chinese context. |
| 主题 | Processes of International Negotiation Network (PIN) |
| 关键词 | Chinese enterprise negotiation power complexity deadlock management contractual relationship |
| URL | http://pure.iiasa.ac.at/id/eprint/4234/ |
| 来源智库 | International Institute for Applied Systems Analysis (Austria) |
| 引用统计 | |
| 资源类型 | 智库出版物 |
| 条目标识符 | http://119.78.100.153/handle/2XGU8XDN/127341 |
| 推荐引用方式 GB/T 7714 | Faure GO,Chen D. When Chinese companies negotiate with their government.. 1995. |
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