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.
Ericsson Negotiations in China
Tools icon close
- Download PDFopens in new window
Cite icon closeAPA
Ghauri, P. (Academic). (2016). Ericsson negotiations in china [Video]. SAGE Knowledge. https://www.doi.org/10.4135/9781473974876
Ghauri, Pervez. "Ericsson Negotiations in China." In SAGE Video. : SAGE Publications, Ltd., 2016. Video, 00:23:37. https://www.doi.org/10.4135/9781473974876.
Ghauri, P., 2016. Ericsson Negotiations in China, SAGE Video. [Streaming Video] London: SAGE Publications Ltd. Available at: <http://www.doi.org/10.4135/9781473974876> [Accessed 1 Dec 2021].
Ghauri, Pervez. Ericsson Negotiations in China. Online video clip. SAGE Video. London: SAGE Publications, Ltd., 28 Jan 2016. doi: https://www.doi.org/10.4135/9781473974876. 1 Dec 2021.copy to clipboardorEndnote
Watch next in SAGE Video
More like this in SAGE Knowledge
We found other relevant content for you on other SAGE platforms.