Title: E-negotiations between Chinese and US business leaders: a brief review of the literature

Authors: Rhonda E. Mullen-Rhoads

Addresses: Global Business and Technology Association, P.O. Box 8021, New York, NY 10116, USA

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.

Keywords: e-negotiation; business culture; cross-cultural communication; online communication; social exchange theory; SET; cultural intelligence.

DOI: 10.1504/IJTCS.2018.10014657

International Journal of Teaching and Case Studies, 2018 Vol.9 No.3, pp.221 - 240

Received: 08 Nov 2017
Accepted: 26 Dec 2017

Published online: 27 Jul 2018 *

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