Negotiation: lessons from behind the bamboo curtain

Article Abstract:

The increasing openness of the Chinese economy to foreign business interests has provided valuable insight into how Chinese conduct negotiations. Chinese negotiation styles are congruent with the characteristics of successful negotiators delineated in previous research literature on negotiation. These characteristics include: setting explicit limits on the negotiation process; establishing general principles early in the negotiation process; and avoiding excessive confrontation, emotion, and hostility. The example of the negotiations between prime Minister Li Peng and the leaders of the students encamped in Tiananmen Square in May 1989 shows that the breakdown was likely a result of the student leaders' disregard for the nuances of the Chinese negotiating style. The student leaders were emotional, confrontational, and displayed an 'all-or-nothing' approach which likely led to the breakdown of negotiations.

China, Political activity, Massacres, Popular culture, Negotiation, Negotiations, Beijing, China, Li Peng

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Teaching effectiveness in technology-mediated distance learning

Article Abstract:

Technology-mediated distance learning is becoming increasingly important to business curricula. However, little theoretical development or empirical research has examined teaching effectiveness in distance learning. Thus, this article draws from research in management communications, education, and information systems to develop an initial conceptualization of influences on technology-mediated distance learning outcomes. It then reports on an exploratory study utilizing both qualitative and quantitative techniques to examine 247 students' reactions to such distance learning. (Reprinted by permission of the publisher.)

Research, Teaching, Computer-assisted instruction, Computer assisted instruction, Distance education

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