Chinese professionals: Negotiations with Portuguese stakeholders

• Autor(a) principal: Zhiwei Li
• Data de Publicação: 2020
• Tipo de documento: Dissertação
• Idioma: eng
• Título da fonte: Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)
• Texto Completo: http://hdl.handle.net/10071/21425
• topic: Portugal; China; Negotiation; Stakeholders; Management; Negociação; Partes interessadas; Gestão

With the increasingly closer trade and cultural exchanges between China and Portugal, more and more Chinese companies and investors have entered the Portuguese market in recent years. Chinese companies and workers in the Portuguese market need to face conflicts with Portuguese stakeholders in their work, so it is very important to master appropriate negotiation methods to resolve conflicts and improve stakeholder management. The purpose of this paper is to provide an experienced framework for Chinese companies and professionals in Portugal so as to use negotiation for resolving conflicts in their work, avoiding cultural conflicts and improving the management of relevant Portuguese stakeholders. This study is based on literature review work and also on a semi-structured interview of ten Chinese leaders and employees who hold high positions in their companies and run businesses in Portugal. This interview-based research aims to respond to five main questions, and the results of the questions can be concluded in order to draw an experienced framework of negotiation for Chinese professionals to handle the conflicts with Portuguese stakeholders and improve their management. Although there are also some limitations to this research, due to the current situation in Portugal, this thesis will contribute to establish a bridge for Chinese companies and professionals who want to enter the Portuguese market.