Identify and rank critical success factors in the process of trade negotiations with China

Abstract

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.

Keywords

References

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History

  • Receive Date: 15 March 2014
  • Revise Date: 16 March 2015
  • Accept Date: 10 June 2015

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