Negotiating With Chinese Investors

Chinese companies are increasingly investing in companies overseas. But to reach advantageous agreements with Chinese direct investors, Western managers need to prepare themselves for differences in negotiating style.

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Bibliographic Details
Published in:MIT Sloan management review 2017-10, Vol.59 (1), p.89
Main Authors: Ma, Li, Brett, Jeanne M, Wang, Hao, Zhang, Zhi-Xue
Format: Article
Language:English
Subjects:
Foreign investment
Investors
Managers
Negotiations
Online Access:Get full text
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Description
Summary:Chinese companies are increasingly investing in companies overseas. But to reach advantageous agreements with Chinese direct investors, Western managers need to prepare themselves for differences in negotiating style.
ISSN:1532-9194