Reports on the development and the validation of a measurement scale of International Business Negotiators (IBNs), derived from the literature and confirmed byself‐perceptions of Chinese business negotiators. Following a qualitative approach, the authors analyzed literature based on prior...

Business negotiations in China require patience, tenacity and an in-depth knowledge of Chinese culture and customs. This paper adds to our knowledge of the Chinese psyche by exploring the concept of national feelings and illustrating how they might affect negotiation processes and business...

Outlines how human competency engineering can be used as a change maangement or organizational development tool, based upon studies conducted in Canada, Hong Kong and Indonesia. Suggests that a change model based on the practical application of social science and physical science concepts can be...

Understanding and utilizing guanxi presents a continuing challenge for western firms in China. This article reviews current research, highlighting two different types of guanxi : person‐to‐person and firm‐to‐firm. Based on interviews with 43 Chinese managers, it is suggested that...

Using the example of a “successful” managerial training programme as a starting point, this article illustrates how training addresses only the routine, or core aspects of the small business manager’s job. Thus, training is discussed in terms of where this activity should fit into the...

The purpose of the research is to provide HR managers with some guidance, as they develop employee volunteer programs to meet specific workforce needs. Structured interviews were conducted with eight employees. The data suggest that employees who volunteer time believe that such experiences...

Using the Chinese, family‐owned manufacturing firm as a primary example, Asian styles of management are examined in light of their ability to compete in a free‐trade environment. It is concluded that traditional, authoritarian, relationship‐based management concepts are not likely to fare...