The purpose of the thesis is to provide an empirical study of a Sino-foreign joint venture negotiation model that integrates strategies from western literature into a Chinese environment and cultural context. The findings and recommendations of the study aim to help foreign negotiators penetrate the important Chinese market through a systematic approach emerging from this Sino-foreign joint venture negotiation model. The thesis provides a holistic view on Sino-foreign joint venture negotiation. Case study method was determined as the best methodology. The suitability of the Sino-foreign joint venture negotiation model and the research protocol of this study were demonstrated via 5 in-depth interviews and a pilot test before the actual fieldwork. The major findings of this thesis suggest that foreign negotiators need to manage complex areas such as the Chinese environment, the company requirements of both organisations and the Chinese negotiating process. Besides, the foreign negotiators need to equip themselves with Problem Solving Attitude (PSA) and an understanding of Chinese cultural concepts, such as guanxi, face, renqing, reciprocity and trust so as to make the negotiation effective. Different strategies emerge at different stages of the process and there is no direct relationship between successful negotiation and joint venture outcomes. A model and strategies for joint venture establishment in China are provided, but the model itself has no predictive power on joint venture outcomes such as profit satisfaction. / Doctor of Philosophy (PhD)
| Identifer | oai:union.ndltd.org:ADTP/182297 |
| Date | January 1999 |
| Creators | Leung, Thomas K. P., University of Western Sydney, Hawkesbury, Faculty of Management |
| Source Sets | Australiasian Digital Theses Program |
| Language | English |
| Detected Language | English |
| Source | THESIS_FMAN_XXX_Leung_T.xml |
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