Title

Recognizing Negotiation in China from a Modern Viewpoint

Date of Award

3-14-2011

Document Type

Capstone Project

Disciplines

Applied Communication

Degree Name

Master of Professional Studies

Department

Organiz & Prof Communication

Advisor

Allison Friederichs

Keywords

Business negotiations; Change; China; One-child Policy; Open-door Policy

Abstract

As one of the most dynamic elements in the global economy, China attracts a huge amount of foreign direct investment and countless foreigners, including a great many businesspeople engaging in negotiations. This Capstone project explores whether or not the knowledge about Chinese these business negotiators rely on should be updated in order to understand China from a new viewpoint. Based on the results of primary and secondary research, this Capstone summarizes several main themes, the big picture of modern Chinese society, the characteristics of business negotiations in modern China, and the role of contracts in business negotiations in modern China, and offers several suggestions to foreign negotiators.

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