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Trust and mutual gains approach : negotiations between Westerners and Chinese

Knudsen, Linn Kristin Gilbertsen
Master thesis
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http://hdl.handle.net/11250/170237
Date
2006
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  • Student Papers [69]
Abstract
The Chinese economy has experienced an exceptional growth and an increasing number of

Western companies are negotiating agreements with Chinese business partners. Cross-cultural

difficulties are obstacles in achieving efficiency in negotiations. This thesis will discuss trust

in the context of the mutual gains approach of negotiations with Westerners and Chinese.

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