E-negotiations between Chinese and US business leaders: a brief review of the literature
by Rhonda E. Mullen-Rhoads
International Journal of Teaching and Case Studies (IJTCS), Vol. 9, No. 3, 2018

Abstract: E-negotiations present challenges when conducting business with individuals who prefer face-to-face negotiations. Although China's expanding role in international commerce provides opportunities for business transactions between Chinese and US business leaders, cultural differences between China and the West create diverse styles of conducting business, including preference for the negotiation platform used. Research that provides information concerning the methods of online negotiations that can facilitate successful international business negotiations is essential. This literature review contributes to the body of knowledge for researchers and provides business leaders and policymakers with a synthesis of important findings and insights that can be used to facilitate best practice for Chinese and US business leaders when conducting e-negotiations with their respective counterparts.

Online publication date: Fri, 27-Jul-2018

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