Date of Award


Document Type


Degree Name

Master of Arts (MA)



First Advisor

Dr. Elton Carter

Second Advisor

Dr. Andris Skreija

Third Advisor

Dr. Bruce E. Johansen


This study is not a study in cross-cultural communication; nor is it a study of Chinese cultural, socioeconomic, or political factors; nor is it a prescription of communication techniques for the would-be cross-cultural negotiator. Likewise it is not intended to provide advice regarding global economic affairs or international diplomacy. Instead, it is a study in human communication. The result of this study is a communication methodology designed for use by representatives of a United States (hereafter referred to as U.S.) wheat trading company while planning and negotiating any wheat deal with representatives of the People's Republic of China (hereafter referred to as China). This methodology provides a systematic means by which company selected negotiation personnel can generate any combination of communication strategies to meet the needs of the particular negotiation situation.


A Thesis Presented to Members of Thesis Committee Director: Dr. Elton Carter, Committee Members: Dr. Andris Skreija Dr., Bruce E. Johansen In Partial Fulfillment of the Requirements for the Degree Master of Arts University of Nebraska at Omaha. Copyright Mary Alice Speke Ferdig December, 1985

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