Process Ambiguities in Sino-Danish Busi ness Negotiations
The article analyses the role played by process ambiguities in Sino-Danish busi ness negotiations. Process ambiguities refer to perceived expectational inconsistency concerning (i) appropriate forms of behaviour; (ii) attributional judgements; and (iii) structuring of the negotiation process. The...
| Main Authors: | , |
|---|---|
| Format: | Article |
| Language: | English |
| Published: |
CBS Open Journals
2005-08-01
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| Series: | The Copenhagen Journal of Asian Studies |
| Subjects: | |
| Online Access: | https://rauli.cbs.dk/index.php/cjas/article/view/17 |
| _version_ | 1798017511023706112 |
|---|---|
| author | Rajesh Kumar Verner Worm |
| author_facet | Rajesh Kumar Verner Worm |
| author_sort | Rajesh Kumar |
| collection | DOAJ |
| description | The article analyses the role played by process ambiguities in Sino-Danish
busi ness negotiations. Process ambiguities refer to perceived expectational
inconsistency concerning (i) appropriate forms of behaviour; (ii) attributional
judgements; and (iii) structuring of the negotiation process. These ambiguities
stem from dif fer enc es in negotiation scripts across Chinese and Danish cultures.
The essential ar gu ment being advanced here is that it is the effective and/or
the ineffective management of process ambiguities that shapes the evolution
of the negotiating dynamic be tween Danish and Chinese business people. An
inductive model of Sino-Dan ish business negotiations is developed that is
based on 24 interviews conducted with Danish expatriate managers in China
and 4 interviews with Chinese working in Danish companies. Implications for
research and practice are discussed. |
| first_indexed | 2024-04-11T16:08:32Z |
| format | Article |
| id | doaj.art-815cf43b9b9c44c091e071bb3f869efb |
| institution | Directory Open Access Journal |
| issn | 2246-2163 |
| language | English |
| last_indexed | 2024-04-11T16:08:32Z |
| publishDate | 2005-08-01 |
| publisher | CBS Open Journals |
| record_format | Article |
| series | The Copenhagen Journal of Asian Studies |
| spelling | doaj.art-815cf43b9b9c44c091e071bb3f869efb2022-12-22T04:14:45ZengCBS Open JournalsThe Copenhagen Journal of Asian Studies2246-21632005-08-011810.22439/cjas.v18i0.17Process Ambiguities in Sino-Danish Busi ness NegotiationsRajesh Kumar0Verner Worm1The Aarhus School of BusinessCopenhagen Business SchoolThe article analyses the role played by process ambiguities in Sino-Danish busi ness negotiations. Process ambiguities refer to perceived expectational inconsistency concerning (i) appropriate forms of behaviour; (ii) attributional judgements; and (iii) structuring of the negotiation process. These ambiguities stem from dif fer enc es in negotiation scripts across Chinese and Danish cultures. The essential ar gu ment being advanced here is that it is the effective and/or the ineffective management of process ambiguities that shapes the evolution of the negotiating dynamic be tween Danish and Chinese business people. An inductive model of Sino-Dan ish business negotiations is developed that is based on 24 interviews conducted with Danish expatriate managers in China and 4 interviews with Chinese working in Danish companies. Implications for research and practice are discussed.https://rauli.cbs.dk/index.php/cjas/article/view/17Sino-DanishChinaBusiness Negotiation |
| spellingShingle | Rajesh Kumar Verner Worm Process Ambiguities in Sino-Danish Busi ness Negotiations The Copenhagen Journal of Asian Studies Sino-Danish China Business Negotiation |
| title | Process Ambiguities in Sino-Danish Busi ness Negotiations |
| title_full | Process Ambiguities in Sino-Danish Busi ness Negotiations |
| title_fullStr | Process Ambiguities in Sino-Danish Busi ness Negotiations |
| title_full_unstemmed | Process Ambiguities in Sino-Danish Busi ness Negotiations |
| title_short | Process Ambiguities in Sino-Danish Busi ness Negotiations |
| title_sort | process ambiguities in sino danish busi ness negotiations |
| topic | Sino-Danish China Business Negotiation |
| url | https://rauli.cbs.dk/index.php/cjas/article/view/17 |
| work_keys_str_mv | AT rajeshkumar processambiguitiesinsinodanishbusinessnegotiations AT vernerworm processambiguitiesinsinodanishbusinessnegotiations |