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1. The Role of Guanxi in Negotiations in the Pacific Basin.

Author

Brunner, James A., Chen, Jiwei, Sun, Chao, and Zhou, Nanping

Subjects
*INDUSTRIAL sociology, *STRATEGIC alliances (Business), *INTERPERSONAL relations & culture
Abstract

Examines the dynamics of the guanxi or connections concept for Westerners who wants to develop firm alliances with ethnic Chinese in the Pacific Basin region. Review of the guanxi literature; Analysis of the guanxi model; Emergence of the art of guanxi; Considerations in cultivating business relationships; How to establish a commercial guanxi.

Published
1989

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