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Negotiating with Chinese: insights from Australian managers

Ma, Ruby Ming Ming 2017, Negotiating with Chinese: insights from Australian managers, Ph.D thesis, Deakin Business School. Department of Management, Deakin University.

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Title Negotiating with Chinese: insights from Australian managers
Author Ma, Ruby Ming Ming
Institution Deakin University
School Deakin Business School. Department of Management
Faculty Faculty of Business and Law
Degree type Research doctorate
Degree name Ph.D
Thesis advisor Zuitshi, AmbikaORCID iD for Zuitshi, Ambika orcid.org/0000-0002-0982-5303
Menzies, JaneORCID iD for Menzies, Jane orcid.org/0000-0002-7685-8586
Date submitted 2017-07
Keyword(s) negotiation in business
Australia, China relations
Chinese culture
Intercultural communication
Summary  This study explored the insights of Australian managers’ cross-cultural negotiation experiences with their Chinese counterparts in business. The findings suggested cultural aspects and emotions influenced negotiations. The negotiators’ cultural and emotional awareness capabilities, and the regulation of their self-emotions and that of their counterparts, can affect the negotiation outcomes.
Language eng
Field of Research 150308 International Business
150311 Organisational Behaviour
Socio Economic Objective 910402 Management
Description of original xxvii, 354 pages
Copyright notice ┬ęThe author. All rights reserved.
Free to Read? Yes
Persistent URL http://hdl.handle.net/10536/DRO/DU:30105460

Document type: Thesis
Collections: Higher degree theses (Open Access)
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Created: Thu, 14 Dec 2017, 09:28:30 EST by Asif, Yasmin

Every reasonable effort has been made to ensure that permission has been obtained for items included in DRO. If you believe that your rights have been infringed by this repository, please contact drosupport@deakin.edu.au.