The role of communication in Sino-Australian Business Negotiations: An appraisal

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 destination 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 formulae strategies for dealing with such intricacies in the context of Sino-Australian business negotiations.