Sage Video - Ericsson Negotiations in China

Name: Ericsson Negotiations in China
Uploaded: 2016-01-28
Duration: 23 min 37 s
Description: 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.

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Video Type: Case Study

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  Ghauri, P. (Academic). (2016). Ericsson negotiations in china [Video]. Sage Knowledge. https://doi.org/10.4135/9781473974876
  
  Ghauri, Pervez. "Ericsson Negotiations in China." In Sage Video. : SAGE Publications, Ltd., 2016. Video, 00:23:37. https://doi.org/10.4135/9781473974876.
  
  Ghauri, P., 2016. Ericsson Negotiations in China, Sage Video. [Streaming Video] London: Sage Publications Ltd. Available at: <https://doi.org/10.4135/9781473974876 & gt; [Accessed 17 May 2024].
  
  Ghauri, Pervez. Ericsson Negotiations in China. Online video clip. SAGE Video. London: SAGE Publications, Ltd., 28 Jan 2016. doi: https://doi.org/10.4135/9781473974876. 17 May 2024.
  
  Ericsson Negotiations in China [Streaming video]. 2016. doi:10.4135/9781473974876. Accessed 05/17/2024
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Summary
Chapters
Video Info

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.

Chapter 1: Ericsson Negotiations in China
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- Start time: 00:00:07
- End time: 00:02:23
Chapter 2: Understanding Chinese Behavior in General
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- Start time: 00:02:24
- End time: 00:04:09
Chapter 3: Research Methodology
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- Start time: 00:04:10
- End time: 00:06:52
Chapter 4: Understanding Chinese Negotiation Behavior
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- Start time: 00:06:53
- End time: 00:21:35
Chapter 5: Conclusion
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- Start time: 00:21:36
- End time: 00:23:31

Type of Content: Case Study
Title: Ericsson Negotiations in China
Publisher: SAGE Publications, Ltd.
- Publication year: 2016
- Online pub date: January 28, 2016
Discipline: Business & Management
Subject: Asian Pacific Business, Qualitative Techniques for Business & Management Research
Duration: 00:23:37
DOI: https://doi.org/10.4135/9781473974876
Keywords:
Buddhism, China, competition (business), concession, conflict, Confucianism, contracts (business), cultural differences, culture (anthropology), data analysis, equity, friendship, government, joint venture, lobbying, loyalty, management control, negotiating strategies, negotiation, negotiation and negotiating styles, peace, performance, perspective taking, persuasion, philosophes, poverty, presentation skills, prestige, price adjustments, priority setting, religion, research methodology, research questions, Salaries, Semi-structured interviews, Social hierarchy, Taoism, technology, telecommunications, trust, war, Western leadership
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Things Discussed
Organizations Discussed:
Telefonaktiebolaget L. M. Ericsson, 1876-
Nokia Corporation, 1865-
Persons Discussed:
Sun Zi
Tony Fang

People
Academic: Pervez Ghauri

Online ISBN: 9781473974876

Copyright: (c) SAGE Publications Ltd., 2016

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  Ghauri, P. (Academic). (2016). Ericsson negotiations in china [Video]. Sage Knowledge. https://doi.org/10.4135/9781473974876
  
  Ghauri, Pervez. "Ericsson Negotiations in China." In Sage Video. : SAGE Publications, Ltd., 2016. Video, 00:23:37. https://doi.org/10.4135/9781473974876.
  
  Ghauri, P., 2016. Ericsson Negotiations in China, Sage Video. [Streaming Video] London: Sage Publications Ltd. Available at: <https://doi.org/10.4135/9781473974876 & gt; [Accessed 17 May 2024].
  
  Ghauri, Pervez. Ericsson Negotiations in China. Online video clip. SAGE Video. London: SAGE Publications, Ltd., 28 Jan 2016. doi: https://doi.org/10.4135/9781473974876. 17 May 2024.
  
  Ericsson Negotiations in China [Streaming video]. 2016. doi:10.4135/9781473974876. Accessed 05/17/2024
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Video Type: Case Study

Transcript

Summary

Chapters

Video Info

Chapter 1: Ericsson Negotiations in China

Chapter 2: Understanding Chinese Behavior in General

Chapter 3: Research Methodology

Chapter 4: Understanding Chinese Negotiation Behavior

Chapter 5: Conclusion

Things Discussed

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Ericsson Negotiations in China

Video Type: Case Study

Transcript

Summary

Chapters

Video Info

Chapter 1: Ericsson Negotiations in China

Chapter 2: Understanding Chinese Behavior in General

Chapter 3: Research Methodology

Chapter 4: Understanding Chinese Negotiation Behavior

Chapter 5: Conclusion

Things Discussed

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