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The "Coop-Comp" Chinese Negotiation Strategy

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IMP
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Abstract

The purpose of this article is to explore the cultural roots of Chinese business negotiation strategy. The article argues that, Chinese culture, with its cooperative and competitive components, has bestowed upon Chinese negotiators a distinctive "coop-comp" negotiation strategy. The Chinese are culturally capable of negotiating both sincerely and deceptively at the international business negotiation table.

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