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Negotiations Between Chinese and Americans: Examining the ...

The Journal of International Management Studies, Volume 7 Number 1, April, 2012 191 Negotiations Between Chinese and Americans: Examining the Cultural Context and Salient Factors Asuman Akgunes, Stephen F. Austin State University, USA Robert Culpepper, , Stephen F. Austin State University, USA ABSTRACT There is a vast chasm Between the American and Chinese cultures regarding foundational philosophical assumptions, historical influences, economic systems, business strategies and tactics, and myriad business-related interpretations and understandings. These differences create a great challenge for achieving successful outcomes as a result of business Negotiations .

examine and compare negotiation styles from two of the most disparate cultures in the world, those of the United States and China. The Chinese market has become more and more open during the last three decades. An understanding of cultural differences between the US and China has become increasingly important for companies in both countries. Though

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  United, States, United states, Negotiations

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