عنوان مقاله [English]
China is one of the most challenging environment for negotiations. China has second and first rating in Iran's import and export. The aim of the present study was to identify factors of success in the commercial negotiation process with China and ranked them. The research population comprised merchants of Mazandaran province that had at least one year experience in negotioation with Chinese merchants. This study consists of two parts: qualitative and quantitative. The output of the qualitative section was questionnaire. In quantitative section, the findings showed that being a professional in the field of negotiation, Chinese trust us,and meeting face to face instead of correspondence were the most important success factors in Iranian and Chinese merchants trade negotiations from the perspective of Iranian merchants. Iranian negotiator fluent in Chinese, identify the target market in China, review issues after agreement had the largest gaps.
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