Lin Yan-Sun, Poon Po-Kit. / Thesis (M.B.A.)--Chinese University of Hong Kong, 1985. / Bibliography: leaf 66.

by Chi-fai Chan. / Thesis (Ph.D.)--Chinese University of Hong Kong, 1992. / Includes bibliographical references (leaves 279-302). / ABSTRACT --- p.i / TABLE OF CONTENTS --- p.iii / LIST OF FIGURES --- p.vii / LIST OF TABLES --- p.viii / ACKNOWLEDGEMENTS --- p.x / CHAPTER / Chapter I. --- INTRODUCTION --- p.1 / MNC and China Business Negotiation --- p.1 / Global Business --- p.1 / The China Market --- p.3 / MNC and China Business --- p.7 / Cross-Cultural Marketing Negotiation --- p.14 / Negotiators in China Business Deals --- p.15 / Business Negotiation --- p.23 / Definition of Negotiation --- p.23 / Negotiation in the Business Context --- p.25 / International Marketing Negotiation --- p.33 / Cultural Differences --- p.41 / Managerial Concerns --- p.41 / Social Psychological Perspective --- p.49 / The Chinese Context --- p.65 / Chapter II. --- REVIEW OF LITERATURE --- p.74 / China Business Deals and Negotiation --- p.74 / China Business Deals Studies --- p.74 / China Business Negotiation --- p.83 / Descriptive Studies --- p.84 / Case Studies --- p.105 / Survey Findings --- p.112 / Boundary Position --- p.122 / Inter-group Relationship --- p.129 / Intra-group Relationship --- p.138 / Boundary Role Interaction --- p.147 / Power Distance and Collectivism . --- p.151 / Hofstede's Chinese Work Values --- p.153 / Cross-Cultural Management --- p.161 / Behavioral Evidences --- p.166 / Managerial Issues --- p.171 / Impacts on Chinese Business Negotiation --- p.179 / Independent and Dependent Variables --- p.183 / Independent Variables --- p.183 / Dependent Variables --- p.186 / Management Styles --- p.186 / Business Performance --- p.188 / Research Hypotheses . --- p.192 / Chapter III. --- METHODS . --- p.205 / Pretests --- p.205 / Subjects . --- p.206 / Experimental Design --- p.208 / Procedure . --- p.213 / Manipulations . --- p.214 / Friendship --- p.214 / Job Status --- p.215 / Nationality --- p.215 / Operationalization of Dependent Variables --- p.217 / Analysis . --- p.221 / Scale Development and Pretests --- p.221 / Difference of Sub-Samples and Experimental Groups --- p.221 / Dimensionality and Discrimination --- p.223 / Multiple Group Analysis --- p.223 / Analysis of Variance Test --- p.225 / Chapter IV. --- RESULTS --- p.227 / Difference of Sub-samples and Experimental Groups --- p.227 / Manipulation Checks --- p.230 / Dimensionality and Discrimination --- p.232 / Results of Experimentation --- p.241 / Friendship --- p.241 / Job Status --- p.243 / Nationality --- p.243 / Nationality-Friendship Interaction --- p.244 / Nationality-Job Status Interaction --- p.246 / Chapter V. --- CONCLUSION --- p.248 / Evidence for the Hypotheses --- p.248 / Discussion of Findings --- p.253 / Implications --- p.259 / Cultural Differences --- p.259 / Unique Chinese Cultural Values --- p.260 / Implications to MNCs --- p.264 / Value of the Study --- p.272 / Limitations and Future Research --- p.276 / BIBLIOGRAPHY --- p.279 / APPENDICES --- p.303 / Chapter Appendix I. --- Description of Cases --- p.303 / Chapter Appendix II. --- Questionnaire --- p.320 / Chapter Appendix III. --- Comparison of U.S. and British Subjects --- p.331 / Chapter Appendix IV. --- ANOVA Tables --- p.333 / Chapter Exhibit 1 --- "Means, (Standard Deviations), and Analysis of Win-Win Attitude" --- p.334 / Chapter Exhibit 2 --- Marginal Means for the Interaction of Nationality and Friendship on Win-Win Attitude --- p.335 / Chapter Exhibit 3 --- "Means, (Standard Deviations), and Analysis of Positive Attitude" --- p.336 / Chapter Exhibit 4 --- "Means, (Standard Deviations), and Analysis of Perceived Efficiency" --- p.337 / Chapter Exhibit 5 --- "Means, (Standard Deviations), and Analysis of Perceived Satisfaction" --- p.338 / Chapter Exhibit 6 --- "Means, (Standard Deviations), and Analysis of Conformity" --- p.339 / Chapter Exhibit 7 --- Marginal Means for the Interaction of Nationality and Friendship on Conformity --- p.340 / Chapter Exhibit 8 --- Mean Conformity: Nationality by Friendship Condition --- p.341

The purpose of this study is to identify the roles and behaviors of interpreters. The context of this research is American-Chinese business negotiations. The focus of this study is on the roles and behaviors of interpreters by means of revealing the perspectives of interpreters and American negotiators.

by Ho Hin-shun. / Includes questionnaire in Chinese. / Thesis (M.B.A.)--Chinese University of Hong Kong, 1994. / Includes bibliographical references (leaves 81-84). / ABSTRACT --- p.iii / ACKNOWLEDGMENTS --- p.v / TABLE OF CONTENTS --- p.vi / LIST OF TABLES --- p.viii / Chapter / Chapter 1. --- INTRODUCTION --- p.1 / Chapter 2 . --- THE MANAGEMENT PROBLEM --- p.7 / Chapter 3. --- LITERATURE REVIEW --- p.13 / Chapter 4. --- RESEARCH OBJECTIVES --- p.19 / Chapter 5. --- SAMPLE DATA AND METHODOLOGY --- p.22 / Chapter 5.1. --- Sample Data --- p.22 / Chapter 5.2. --- Questionnaire Construction --- p.23 / Chapter 5.3. --- Administering the Questionnaire --- p.25 / Chapter 6. --- RESULTS AND ANALYSIS --- p.27 / Chapter 6.1. --- Sample Characteristics --- p.27 / Chapter 6.2. --- Results of Questionnaire --- p.29 / Chapter 6.3. --- Results of MANVOA --- p.29 / Chapter 6. 4 --- .Multiple Regression --- p.39 / Chapter 7. --- MANAGEMENT IMPLICATIONS --- p.52 / Chapter 7.1. --- Satisfaction on US-China business negotiation --- p.53 / Chapter 7.1.1 . --- American Point of View --- p.53 / Chapter 7.1.2 . --- Chinese Point of View --- p.54 / Chapter 7.2. --- Efficiency on US-China business negotiation --- p.54 / Chapter 7.2.1 . --- American Point of View --- p.54 / Chapter 7.2.2. --- Chinese point of view --- p.55 / Chapter 7.3. --- Future in US-China Business --- p.56 / Chapter 7.3.1 . --- American Point of View --- p.56 / Chapter 7.3.2. --- Chinese Point of View --- p.57 / Chapter 7.4. --- Short term expectation in trade and investment --- p.57 / Chapter 7.4.1 . --- American Point of View --- p.57 / Chapter 7.4.2. --- Chinese Point of View --- p.58 / Chapter 7.5. --- Long term expectation in trade and investment --- p.58 / Chapter 7.5.1. --- American Point of View --- p.58 / Chapter 7.5.2. --- Chinese Point of View --- p.59 / Chapter 7.6. --- Strategic Implications --- p.59 / Chapter 7.6.1. --- Suggestions to American --- p.60 / Chapter 7.6.2. --- Suggestions to Chinese --- p.62 / Chapter 7.6.3. --- Research Implications --- p.63 / Chapter 8. --- CONCLUSIONS --- p.64 / APPENDIX 1 --- p.73 / QUESTIONNAIRE IN ENGLISH ( THREE PAGES ) --- p.73 / APPENDIX 2 --- p.77 / QUESTIONNAIRE IN CHINESE ( THREE PAGES ) --- p.77 / BIBLIOGRAPHY --- p.81

published_or_final_version / Business / Doctoral / Doctor of Philosophy

This study attempted to investigate whether there were differences in the conflict behaviors chosen for members of the same culture versus members of a different culture when accounting for Chinese cultural value conservation.

This project presents the cultural significance of establishing and maintaining business relationships with Chinese counterparts. It includes sample training modules to provide intercultural training for all firms engaged in business with China.