THE CHINESE BUSINESS NEGOTIATION PROCESS: A SOCIO-CULTURAL ANALYSIS Pervez N. Ghauri Professor of Marketing University of Groningen Faculty of Management & Organisation P.O. Box 800 (Landleven 5) 9700 AV Groningen The Netherlands Tel: +31-50-3637240/3839 Fax: +31-50-3632174 E-mail: P.N.Ghauri@bdk.rug.nl Tony Fang * International Graduate School of Management and Industrial Engineering (IMIE) Linköping University, S-581 83 Linköping Sweden Tel: +46 13 28 44 44 Fax: +46 13 28 18 73 E-mail: tonfa@eki.liu.se Theme B * For correspondence, please use the first author’s address. Chinese Business Negotiation Process: A Socio-Cultural Analysis