Today, China is the fastest growing economy in the world (Fang, 2005). Foreign companies are competing for the opportunity to take part of this development and reach the Chinese market. A crucial part in doing business with Chinese companies is the negotiation process. There exist many differences in culture between Sweden and China. To consider these differences may be the key for a successful negotiation.In this dissertation we study Chinese business negotiation only from the perspective of Swedish negotiators. Guidelines on how to make a successful deal have been compiled based on the literature and tested in a case study. In the case study Swedish negotiators has compared the guidelines from the literature with their actual experiences to see how well they match. Based on the result a modified list of guidelines will be presented that hopefully will be applicable for Swedish companies when negotiating with Chinese companies…
Contents
INTRODUCTION
1.1. Background
1.2. Problem
1.3. Purpose
1.4. Limitations
1.5. Research questions
1.6. Definitions
1.7 Outline
METHOD
2.1. Choice of Methodology
2.2. Research approach
2.3. Research purpose
2.4. Data collection method
2.4.1. Secondary data
2.4.2. Primary data
LITERATURE REVIEW
3.1. Introduction
3.2. Defining culture
3.3. Chinese Culture
3.4. Swedish Culture
3.5. Defining Business Culture
3.6. Differences between Swedish and Chinese business cultures
3.6.1. Personal trust versus trust for the system
3.6.2. Face/facade versus honesty
3.6.3. Hierarchy versus equality
3.6.4. Relationship versus contract
3.6.5. High-context versus low context
3.6.6. Formal versus informal
3.6.7. Family versus individual
3.6.8. Work versus private life
3.6.9. Time perspective
3.6.10. Changes versus stability
3.6.11. Harmony versus “lagom”
3.7. Summary
GUIDELINES FOUND IN LITERATURE
4.1. Introduction
4.2. A presentation of the guidelines
4.3. An analysis of the guidelines
CASE STUDY
5.1. Research strategy
5.2. Sample selection
5.3 The interview guide
5.4. The result of the interviews
THE MODIFIED LIST OF GUIDELINES
6.1. Evaluation and modification of the guidelines
6.2. New guidelines
CONCLUSIONS
7.1. Summary of the dissertation
7.2. The modified list of guidelines
7.3. Criticism of the Methodology
7.4. Validity
7.5. Reliability
7.6. Generalisability
7.7. Practical Implications
7.8. Future research
LIST OF REFERENCES
APPENDICES
Author: Larsson, Mikael,Olofsson, Maria,Severin, Ulrika
Source: Kristianstad University
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