The Chinese market is rapidly increasing and yet its full potential is, by far, not reached. Foreign companies are competing for the opportunity to be a part of the development of China and Swedish companies are no exception. Sweden is a country that, to a large extent, is dependent on international trade and due to this fact China is a very important emerging market. We believe that its size and potential will attract more and more Swedish companies in the coming years. A crucial success factor when doing business internationally is the art of negotiation. According to Graham and Lam (2003) negotiating business deals in China will be one of the most daunting and interesting challenges facing Western executives during the next few decades.

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