Advanced Search

Journal Navigation

Journal Home

Subscriptions

Archive

Contact Us

Table of Contents

Click here for more information on Marketing Management

Sign In to gain access to subscriptions and/or personal tools.
Business Communication Quarterly
This Article
Right arrow Full Text (PDF)
Right arrow References
Right arrow Alert me when this article is cited
Right arrow Alert me if a correction is posted
Services
Right arrow Email this article to a friend
Right arrow Similar articles in this journal
Right arrow Alert me to new issues of the journal
Right arrow Add to Saved Citations
Right arrow Download to citation manager
Right arrowRequest Permissions
Right arrow Request Reprints
Right arrow Add to My Marked Citations
Citing Articles
Right arrow Citing Articles via Google Scholar
Right arrow Citing Articles via Scopus
Google Scholar
Right arrow Articles by Gilsdorf, J. W.
Right arrow Search for Related Content
Social Bookmarking
Add to CiteULike   Add to Complore   Add to Connotea   Add to Del.icio.us   Add to Digg   Add to Reddit   Add to Technorati   Add to Twitter  
What's this?

Metacommunication Effects on International Business Negotiating in China

Jeanette W. Gilsdorf

California State University, Long Beach

Forpractitioners and teachers, this article reviews the literature on differences in cultural assumptions underlying negotiation between businesspersons in the People's Republic of China and those from the West, particularly the United States. Unless perceived and understood, profound differences in atti tudes, expectations, and unworded messages will frustrate businesspeople's efforts to do business with China, a huge and developing market.

Business Communication Quarterly, Vol. 60, No. 2, 20-37 (1997)
DOI: 10.1177/108056999706000203
Add to CiteULike CiteULike   Add to Complore Complore   Add to Connotea Connotea   Add to Del.icio.us Del.icio.us   Add to Digg Digg   Add to Reddit Reddit   Add to Technorati Technorati   Add to Twitter Twitter    What's this?