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Honesty in Chinese/American Cross-Cu...

Clarke, Steven J.

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Honesty in Chinese/American Cross-Cultural Business Negotiations.

Record Type:	Electronic resources : Monograph/item
Title/Author:	Honesty in Chinese/American Cross-Cultural Business Negotiations./
Author:	Clarke, Steven J.
Published:	Ann Arbor : ProQuest Dissertations & Theses, : 2016,
Description:	196 p.
Notes:	Source: Dissertation Abstracts International, Volume: 77-11(E), Section: A.
Contained By:	Dissertation Abstracts International77-11A(E).
Subject:	Business administration. -
Online resource:	http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=10116285
ISBN:	9781339777535

Honesty in Chinese/American Cross-Cultural Business Negotiations.
Clarke, Steven J.

Honesty in Chinese/American Cross-Cultural Business Negotiations. - Ann Arbor : ProQuest Dissertations & Theses, 2016 - 196 p.

Source: Dissertation Abstracts International, Volume: 77-11(E), Section: A.

Thesis (Ph.D.)--Northcentral University, 2016.

The impacts of competing cultural values and ideologies have been a negative dynamic, generating an ethical imbalance and breakdown of Chinese/American cross-cultural business negotiations. Cultural diversity and apparent contradictions relating Chinese and American business negotiators requires an understanding of each other's moral traditions, strategies, processes, tactics, and overall approaches in order to be effective. Diversity in cultural perceptions has resulted in excessive failure rates by Chinese and American cross-culture negotiators, in particular, the elements of honesty, deception, and lying. The purpose of this qualitative phenomenological investigation focuses on the lived experiences, described in first-person, of Chinese and American executives, relative to the specific principled element of dissimilar perceptions of honesty in cross-cultural negotiations. The study objective is to adjoin the results and findings to the gap in the current literature on Chinese and American negotiation styles leading to theory development for professional and academic usefulness in future associations. The central research question focuses on the perceptual cultural variances of honesty, deception and lying that establish contradictory values and agendas between Chinese and American business negotiators. Participants (13) were chosen according to the predetermined criteria of having extensive cross-cultural Chinese/American business negotiations experience of at least 10 years, over 30 years old and encompassing both success and failures. Despite the gap in the literature that reveals significant differences in cultural elements, this study revealed conflicted principles of honesty and deception in negotiation behavior. The most critical findings reflect variances in Chinese and American views of what constitutes trustworthy communications during business negotiations. The findings from this study have implications for future detailed research into Chinese and American executive's frankness, and disposition for productive inquiry into the differences that exist in cross-cultural essentials of honesty and deception, so that both sides can improve strategic and tactical mutually successful businesses together.

ISBN: 9781339777535Subjects--Topical Terms:

3168311
Business administration.

Honesty in Chinese/American Cross-Cultural Business Negotiations.
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