Managing Relationships and Multicultural Negotiations – The reform and open door policies initiated by the Chinese Government through its Ten Year Programme for Social and Economic Development in 1978 has led the country to unprecedented economic growth. The key strategy that was adopted by the Chinese in order to accelerate these reforms was to attract foreign investment frequently in the form of joint ventures.
These joint ventures are often complex processes and should not be underestimated by foreign executives. Specific consideration must be given to the negotiation process at which time difficulties such as language, cultural differences and political barriers will develop.