Ericsson negotiations in China.

Professor Pervez Ghauri discusses negotiations in China through the lens of the Ericsson telecommunications company. Negotiations are different in China because they follow philosophies of respect and harmony. To negotiate with China, businesses must know government priorities, have patience, unders...

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Bibliographic Details
Corporate Author:	Sage Publications
Format:	Video
Language:	English
Language Notes:	Closed-captions in English.
Published:	London, United Kingdom : SAGE Publications Ltd, 2016.
Series:	SAGE video case studies.
Subjects:	Telefonaktiebolaget L.M. Ericsson. Negotiation in business > China > Case studies. Nonfiction television programs. Internet videos.
Online Access:	Connect to this streaming video

Description
Summary:	Professor Pervez Ghauri discusses negotiations in China through the lens of the Ericsson telecommunications company. Negotiations are different in China because they follow philosophies of respect and harmony. To negotiate with China, businesses must know government priorities, have patience, understand that price is flexible, and build a friendship to show trust.
Physical Description:	1 online resource (1 video file (23 min., 38 sec.)) : sound, colour.
Audience:	Specialized.
ISBN:	9781473974876 (streaming video) :