Negotiating with the Chinese: A socio-cultural analysis

Key information

Date
Time
5:00 PM to 6:30 PM
Venue
Paul Webley Wing (Senate House)
Room
Senate House Alumni Lecture Theatre (SALT)

About this event

Professor Pervez Ghauri (University of Birmingham)

Registration

Abstract

China has been one of the most favourite markets for Western firms for the last four decades. However, doing business with China is considered difficult, mainly because negotiating with Chinese counterparts is quite complex. This seminar analyses the negotiation behaviour of Chinese businesspeople from a socio-cultural perspective. A Swedish multinational, Ericsson, is followed for several years and its negotiation process for different Chinese projects in the telecommunication industry is studied. Based on these cases and literature a model is developed and some conclusions are drawn. Finally, managerial implications presented as five Ps: People, Priority, Patience, Price and Patents sum up the essence of Chinese business negotiation behaviour.

About the speaker

Prof. Pervez Ghauri completed his PhD at Uppsala University (Sweden) where he also taught for several years. Pervez has worked as Professor and Chair at Manchester Business School and King’s College London (UK).  Currently Pervez is Chair and Professor of International Business at University of Birmingham (UK). Pervez has been the founding Editor-in-Chief of the International Business Review, has been Editor (Europe) for the Journal of World Business between 2007 – 2014 and is currently Consulting Editor for Journal of International Business Studies. Pervez is a Fellow for both the European International Business Academy (EIBA) and the Academy of International Business (AIB -worldwide), where he was also Vice President between 2008 and 2010. Pervez has published more than 30 books and 100+ articles in top level journals. Pervez also offers consulting and training programmes for several corporations such as Airbus Industries, Ericsson, and BP.

Registration

This event is open to the public and free to attend, however registration is required. Click here to register

Please note that this seminar is taking place on campus and will not be recorded or live-streamed.

Chair: Dr Huan Zou (Reader in International Management, SOAS School of Finance and Management)

Organiser: SOAS China Institute

Contact email: sci@soas.ac.uk