Cookies Policy

This site uses cookies. By continuing to browse the site you are agreeing to our use of cookies.

I accept this policy

Find out more here

Negotiations to Set Up Joint Ventures in China

No metrics data to plot.
The attempt to load metrics for this article has failed.
The attempt to plot a graph for these metrics has failed.
The full text of this article is not currently available.

Brill’s MyBook program is exclusively available on BrillOnline Books and Journals. Students and scholars affiliated with an institution that has purchased a Brill E-Book on the BrillOnline platform automatically have access to the MyBook option for the title(s) acquired by the Library. Brill MyBook is a print-on-demand paperback copy which is sold at a favorably uniform low price.

Access this article

+ Tax (if applicable)
Add to Favorites
You must be logged in to use this functionality

Establishing joint ventures in China is an interesting test of cross-cultural negotiation under conditions of uncertainty within a complex network of constraints. On one side is the huge Chinese company, heavily bureaucratic and focused on taking care of all dimensions of its employees lives. On the other side is the Western enterprise focused on quality performance and financial effectiveness. The negotiation process can be distinguished by several stages, each of them related to a specific issue such as the basic policy of the future joint venture, the technical issues, the financial aspects, and the legal aspects. Among the many issues, 16 are considered in this analysis as key issues of crucial importance in the building up of the agreement. A number of difficulties encountered by both parties during the negotiation are scrutinized, such as hidden differences in objectives, the obstacles due to non-overlapping perceptions, the lack of managerial culture, conflicting values behind behaviors, and the decision-making process in an administration-run economy.

Affiliations: 1: UFR de Sciences Sociales, Paris V, Universitéde la Sorbonne, 12 rue Cujas, 75005 Paris, France China-Europe International Business School (CEIBS), Shanghai, China


Full text loading...


Data & Media loading...

Article metrics loading...



Can't access your account?
  • Tools

  • Add to Favorites
  • Printable version
  • Email this page
  • Subscribe to ToC alert
  • Get permissions
  • Recommend to your library

    You must fill out fields marked with: *

    Librarian details
    Your details
    Why are you recommending this title?
    Select reason:
    International Negotiation — Recommend this title to your library
  • Export citations
  • Key

  • Full access
  • Open Access
  • Partial/No accessInformation