Change search
ReferencesLink to record
Permanent link

Direct link
Business Negotiations in the New China: same same but different
2006 (English)Independent thesis Basic level (degree of Bachelor), 10 credits / 15 HE creditsStudent thesis
Abstract [en]

In order to succeed in a business negotiation it is of great importance to negotiate with the same set of rules. As the world grows smaller this task grows progressively more difficult. Different cultures have different rules. Over the last years, China has been given a lot of attention in the matter of economic and international interest. China experts seem to flourish and there is a great interest to understand and learn the Chinese way of doing business. However, the last decades many western companies have already become well established in the Chinese market. Moreover, the concept of the “New China” is a new but increasingly familiar term among western interests. But what is the New China? Does it mean that the old Chinese traditions are put aside? Is it perhaps a western world that the West meets when they enter the Chinese business world? This essay approaches this topic – What is the New China and how does it effect business negotiations. The research question has been approached by methods of literature studies and interviews. The research involves business-to- business negotiations and is based on information from Swedish companies, established in the Chinese market more that 20 years. The results show that there is a shift in the values that drive the Chinese mindset and thereby also affect the negotiation process in the New China. However, one must keep in mind that the New China is limited to certain urbanized areas, and to which degree it has been exposed to western standards. All of this said, one crucial point is that if anyone wants to succeed in a Chinese business relation – be flexible.

Place, publisher, year, edition, pages
Keyword [en]
Social Behaviour Law, New China, Nya Kina, Negotiations, Förhandlingar
Keyword [sv]
Samhälls-, beteendevetenskap, juridik
URN: urn:nbn:se:ltu:diva-57622ISRN: LTU-CUPP--06/213--SELocal ID: e459bb90-69b9-4306-aff4-a7da07a192beOAI: diva2:1031010
Subject / course
Student thesis, at least 15 credits
Educational program
Jurisprudence, bachelor's level
Validerat; 20101217 (root)Available from: 2016-10-04 Created: 2016-10-04Bibliographically approved

Open Access in DiVA

fulltext(390 kB)0 downloads
File information
File name FULLTEXT01.pdfFile size 390 kBChecksum SHA-512
Type fulltextMimetype application/pdf

Search outside of DiVA

GoogleGoogle Scholar
The number of downloads is the sum of all downloads of full texts. It may include eg previous versions that are now no longer available

ReferencesLink to record
Permanent link

Direct link