Abstract
The objective of this study is to evaluate the various aspects of the business opportunities and peculiarities of negotiating in the People's Republic of China as viewed by businessmen who attended the recent Canton Trade Fairs. Many of the peculiarities still remain, as attested to by the respondents of the self-administered questionnaires that were mailed to 218 businessmen. However, these businessmen indicate that the Chinese are becoming more flexible in their negotiations and are sincerely interested in expanding their trade with the United States.
To date, trade between the two countries is limited in both volume and value; and it has been characterized by a negative balance with the United States. Businessmen feel that as the United States' demand for many of their resources and labor intensive products increases and the trade position of the Chinese improves, their demand for American capital equipment and other goods will result in increasing business opportunities with the People's Republic of China.
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*James A Brunner is Chairman, Department of Marketing, and Professor of Marketing at the University of Toledo. He received his doctorate in Business Organization from the Ohio State University and has done extensive research on trade with the People's Republic of China. He has had several articles appear in leading market journals.
**George M Taoka is Chairman, Department of Business Economics, and Professor of International Business at the University of Toledo He received his doctorate in economics from Columbia University. He has done considerable research on international business in the Far East and has numerous publications in this area
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Brunner, J., Taoka, G. Marketing and Negotiating in the People's Republic of China: Perceptions of American Businessmen Who Attended the 1975 Canton Fair. J Int Bus Stud 8, 69–82 (1977). https://doi.org/10.1057/palgrave.jibs.8490687
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DOI: https://doi.org/10.1057/palgrave.jibs.8490687