Abstract

CASTRO CASTELL, Ofelia Patricia. Cultural elements in international negociation processes. The case of China. suma neg. [online]. 2014, vol.5, n.12, pp.143-147. ISSN 2215-910X.  https://doi.org/10.1016/s2215-910x(14)70036-9.

This study proposes an analytical map that integrates the cultural factors that may affect the negotiation process, focusing, in this case, on China. The study attempts to explore the cultural aspects that affect the results of negotiations. To do this, a search was made in the academic literature to identify the main common factors that make up Chinese culture. It will be shown how these aspects permeate into the negotiation process, with the findings being complemented with the professional experience of the author.

Keywords : Culture; Negotiation; China.

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