Date of Award
Master of Arts (MA)
Dr. Elton Carter
Dr. Andris Skreija
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.
Ferdig, Mary Alice Speke, "A Communication Methodology for Negotiating a Wheat Contract with China" (1985). Student Work. 2147.
Files over 3MB may be slow to open. For best results, right-click and select "save as..."