An examination of people's republic of China business negotiating behaviors

References

• Adler , N. J. 2001 . International dimensions of organizational behavior , Belmont, CA : Wadsworth .
   Google Scholar
• Bond , M. B. and Hwang , K. 1986 . “ The social psychology of Chinese people ” . In The psychology of the Chinese people , Edited by: Bond , M. H. 213 – 226 . Hong Kong : Oxford University Press .
   Google Scholar
• Cai , B. and Gonzalez , A. 1997–8 . The Three Gorges project: Technological discourse and the resolution of competing interests . Intercultural Communication Studies , 7 : 101 – 111 .
   Google Scholar
• Carmichael , C. W. 1991 . “ Intercultural perspectives of aging ” . In Intercultural communication: A reader , Edited by: Samovar , L. A. and Porter , R. E. 128 – 135 . Belmont, CA : Wadsworth .
   Google Scholar
• Casse , P. 1981 . Training for the cross‐cultural mind , Washington DC : SIETAR .
   Google Scholar
• Chang , H. C. and Holt , G. R. 1991 . More than relationship: Chinese interaction and the principle of Guan‐hsi . Communication Quarterly , 39 : 251 – 271 .
   Google Scholar
• Chen , D. C. 1987 . Confucius thoughts , Taipei : Cheng Chuong .
   Google Scholar
• Chen , G. M. 2001 . “ Towards transcultural understanding: A harmony theory of Chinese communication ” . In Transculture: Interdisciplinary perspectives on cross‐cultural relations , Edited by: Milhouse , V. H. , Asante , M. K. and Nwosu , P. O. 55 – 70 . Thousand Oaks, CA : Sage .
   Google Scholar
• Chen , G. M. 2002 . “ The impact of harmony on Chinese conflict management ” . In Chinese conflict management and resolution , Edited by: Chen , G. M. and Ma , R. 3 – 18 . Westport, CT : Ablex .
   Google Scholar
• Chen , G. M. and Chung , J. 1994 . The impact of Confucianism on organizational communication . Communication Quarterly , 42 : 93 – 105 .
   Google Scholar
• Chen , G. M. and Chung , J. 2002 . Superiority and seniority: A case analysis of decision making in a Taiwanese religious group . Intercultural Communication Studies , 11 : 41 – 155 .
   Google Scholar
• Chen , G. M. and Holt , R. 2002 . Persuasion through the water metaphor in Dao De Jing . Intercultural Communication Studies , 11 : 153 – 171 .
   Google Scholar
• Chen , G. M. and Starosta , W. J. 1997–8 . Chinese conflict management and resolution: Overview and implications . Intercultural Communication Studies , 7 : 1 – 16 .
   Google Scholar
• Chen , G. M. and Starosta , W. J. 1998 . Foundations of intercultural communication , Needham Heights, MA : Allyn & Bacon .
   Google Scholar
• Chen , G. M. and Zhong , M. 2000 . Dimensions of Chinese compliance‐gaining strategies . Human Communication , 3 : 97 – 109 .
   Google Scholar
• Chen , M. and Pan , W. 1993 . Understanding the process of doing business in China, Taiwan and Hong Kong: A guide for international executives , Lewiston : Edwin Mellon .
   Google Scholar
• Chiao , C. Chinese strategic behavior: Some central principles . Paper presented at the Conference on Content of Culture . Claremont, California.
   Google Scholar
• Chiao , C. 1988 . “ A primary examination of the strategic behaviors in Chinese culture ” . In The psychology of the Chinese people , Edited by: Yang , K. S. 415 – 430 . Taipei : Kuei Guan .
   Google Scholar
• Chu , C‐N . 1991 . The Asian mind game , New York : Rawson .
   Google Scholar
• Chu , R. L. 1983 . Empirical researches on the psychology of face , Taipei, , Taiwan : National Taiwan University . Doctoral dissertation,
   Google Scholar
• Chung , J. 1996 . Avoiding a “Bull Moose” rebellion: Particularistic ties, seniority, and third‐party mediation . International and Intercultural Communication Annual , 20 : 166 – 185 .
   Google Scholar
• Cleary , T. , ed. 1988 . The art of war , Boston, MA : Shambhala .
   Google Scholar
• Graham , J. 1983 . Brazilian, Japanese and American business negotiations . Journal of International Business Studies , 14 : 44 – 61 .
   Google Scholar
• Hall , E. T. and Hall , M. R. 1990 . Understanding cultural differences , Yarmouth, ME : Intercultural Press .
   Google Scholar
• Hwang , K. K. 1988 . “ Renqin and face The Chinese power game ” . In The Chinese power game , Edited by: Hwang , K. K. 7 – 56 . Taipei : Juliu .
   Google Scholar
• Jia , W. 1997–8 . Facework as a Chinese conflict‐preventive mechanism: A cultural/discourse analysis approach . Intercultural Communication Studies , 7 : 43 – 61 .
   Google Scholar
• Jia , W. 2001 . The Remaking of the Chinese Character and Identity in the 21st Century: The Chinese Face Practices , Westport, CT : Ablex .
   Google Scholar
• Jocobs , B. J. 1979 . A preliminary model of particularistic ties in Chinese political alliances: Kan‐ching and Kuan‐hsi in a rural Taiwanese township . China Quarterly , 78 : 237 – 273 .
   Google Scholar
• Kluckhohn , C. and Strodbeck , F. 1961 . Variations in value orientations , Evanston, IL : Row, Peterson .
   Google Scholar
• Li , S. J. , Yang , S. J. and Tan , J. Z. 1989 . Sun Tze Bin Fa and business management , Hong Kong : San Lien .
   Google Scholar
• Osland , G. E. 1990 . Doing business in China: A framework for cross‐cultural understanding . Marketing Intelligence & Planning , 8 : 4 – 14 .
   Google Scholar
• Pye , L. 1982 . Chinese commercial negotiation style , Cambridge, MA : Oelgechlager, Gunn & Hain .
   Google Scholar
• Senger , H. 1988 . The book of stratagems: Tactics for triumph and survival , New York : Viking .
   Google Scholar
• Shenkar , O. and Ronen , S. 1987 . The cultural context of negotiations: The implications of Chinese interpersonal norms . The Journal of applied Behavioral Science , 23 : 263 – 275 .
   Web of Science ®Google Scholar
• Wang , J. D. 1976 . Sun Tze Bin Fa , Taipei : Chuon Wen .
   Google Scholar
• Xiao , X. 2002 . “ Li: A dynamic cultural mechanism of social interaction and conflict management ” . In Chinese conflict management and resolution , Edited by: Chen , G. M. and Ma , R. 39 – 49 . Westport, CT : Ablex .
   Google Scholar
• Yum , J. O. 1988 . The impact of Confucianism on interpersonal relationships and communication patterns in East Asia . Communication Monographs , 55 : 374 – 388 .
   Web of Science ®Google Scholar
• Zhao , Y. 2001 . Chinese face and face work . Intercultural Communication Studies , 10 : 9 – 16 .
   Google Scholar