The Role of Communication in Sino-Australian Business Negotiations: An Appraisal

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Communication difficulties together with the lack of cultural understanding are a major barrier preventing many Australian businesses from succeeding in the Chinese market, a primary estination for Australian exports. Yet up til now, the study of Australian-Chinese cross-cultural communications has been largely unattended. This project addresses this need by integrating an emotions perspective on communication with a well-established communication theory. Using a grounded theory approach, the proposed project will result in a model that will assist businesses to identify points where communications may falter and formulate strategies for dealing with such intricacies in the context of Sino-Australian business negotiations.