Chinese Business Negotiating Style PDF Download

Author: Tony Fang
Publisher: SAGE
ISBN: 9780761915768
Category : Business & Economics
Languages : en
Pages : 364

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Book Description
Provides the reader with an in-depth sociocultural understanding of Chinese negotiating behaviours and tactics in Sino-Western business negotiation context. It presents fresh approaches, coherent frameworks, and 40 reader-friendly cases.

Author: Lucian Pye
Publisher: Praeger
ISBN:
Category : Business & Economics
Languages : en
Pages : 144

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Book Description
How precisely do the Chinese negotiate contracts and other agreements? Do they follow conventions similar to those of European negotiators? To the Japanese? Is there a pattern or style to their negotiations? These are the types of issues examined and resolved in Pye's guide. The volume is based on extensive interviews with Americans and Japanese who have had considerable first-hand experience negotiating with the Chinese, and an effort has been made to highlight the areas in which there has been the greatest amount of confusion and misunderstanding for American business people. Pye examines each step in the traditionally long negotiating process, from the first contacts to the responses after agreements have been reached. With an emphasis on cultural considerations and troubleshooting techniques, Pye gives solid, practical advice for business firms and individual negotiators. While the emphasis is on practical business negotiations, anyone concerned with Chinese culture will find much to ponder in this book.

Author: Richard H. Solomon
Publisher: US Institute of Peace Press
ISBN: 9781878379863
Category : Language Arts & Disciplines
Languages : en
Pages : 228

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Book Description
After two decades of hostile confrontation, China and the United States initiated negotiations in the early 1970s to normalize relations. Senior officials of the Nixon, Ford, Carter, and Reagan administrations had little experience dealing with the Chinese, but they soon learned that their counterparts from the People's Republic were skilled negotiators. This study of Chinese negotiating behavior explores the ways senior officials of the PRC--Mao Zedong, Zhou Enlai, Deng Xiaoping, and others--managed these high-level political negotiations with their new American "old friends." It follows the negotiating process step by step, and concludes with guidelines for dealing with Chinese officials. Originally written for the RAND Corporation, this study was classified because it drew on the official negotiating record. It was subsequently declassified, and RAND published the study in 1995. For this edition, Solomon has added a new introduction, and Chas Freeman has written an interpretive essay describing the ways in which Chinese negotiating behavior has, and has not, changed since the original study. The bibiliography has been updated as well.

Author: Lothar Katz
Publisher: Booksurge Publishing
ISBN:
Category : Business and politics
Languages : en
Pages : 478

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Book Description
Pt. 1. International negotiations. -- Pt. 2. Negotiation techniques used around the world. -- Pt. 3. Negotiate right in any of 50 countries.

Author: Lucian W. Pye
Publisher: RAND Corporation
ISBN: 9780833003744
Category : China
Languages : en
Pages : 109

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Book Description
This study analyzes Chinese commercial negotiating practices for two reasons. The first is to minimize future misunderstandings in such activities, and the second is to provide guidance for government-to-government negotiations. The research procedure used involved interviews with American businessmen and bankers with extensive experience in the China trade, and--in order to control for American cultural factors--interviews with comparable Japanese bankers and businessmen. What was learned from the experiences of businessmen is of value in government-to-government negotiations, even though there are substantial differences between commercial and diplomatic relationships. At present, both Beijing and Washington seek a more cooperative and complementary relationship. By better understanding the Chinese style of negotiating in the commercial realm, we should be able to avoid misunderstandings and achieve desired goals in the political realm.

Author: Alfred D. Wilhelm
Publisher: DIANE Publishing
ISBN: 0788123408
Category : China
Languages : en
Pages : 316

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Book Description
Examines the process of negotiating with the Chinese, using historical examples and analyses of cases from 1953 to the present. The author debunks the myth of legendary Chinese patience, assesses American reaction to negotiating with the Chinese, and analyzes the Chinese approach to negotiations. He reveals the elements of continuity in Chinese behavior that surfaced during talks with the U.S. as early as 1949. 10 photos. Bibliography. Index.

Author: Morry Morgan
Publisher: John Wiley & Sons
ISBN: 0470826231
Category : Business & Economics
Languages : en
Pages : 208

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Book Description
This book is a complete sales and negotiating guide for mainland China and includes practical and measurable techniques that have been tested and proven to work with Fortune 500 companies operating in the 'Middle Kingdom'. It is divided into four main areas: The Knowledge The Sales Call The Negotiation The Maintenance The book is the result of my 8 years of training in sales and negotiation skills across mainland China, as well as running a multi-city, multicultural company in the 'World's Most Stressful Country' (according to Newsweek). The book includes a collection of anecdotes from this experience, as well as case studies developed by working closely with leading companies in China. Some of these companies include Rockwell Automation, Microsoft, Thomson, SAP, and NBC. Sales and negotiating is not easy, particularly when done in a country with completely new values and rules of engagement. The purpose of this book is to lay the rules out clearly, and provide the reader with an easy to understand strategy to doing business in mainland China.

Author: Yafeng Xia
Publisher: Indiana University Press
ISBN: 0253112370
Category : Political Science
Languages : en
Pages : 354

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Book Description
"A very good attempt to give a coherent and consistent account of the China-U.S. contacts during the Cold War.... [R]eaders will certainly gain a better understanding of this interesting and intricate history." -- Zhou Wenzhong, Chinese Ambassador to the United States Few relationships during the Cold War were as dramatic as that between the United States and China. During World War II, China was America's ally against Japan. By 1949, the two countries viewed each other as adversaries and soon faced off in Korea. For the next two decades, Beijing and Washington were bitter enemies. Negotiating with the Enemy is a gripping account of that period. On several occasions -- Taiwan in 1954 and 1958, and Vietnam in 1965 -- the nations were again on the verge of direct military confrontation. However, even as relations seemed at their worst, the process leading to a rapprochement had begun. Dramatic episodes such as the Ping-Pong diplomacy of spring 1971 and Henry Kissinger's secret trip to Beijing in July 1971 paved the way for Nixon's historic 1972 meeting with Mao.

Author: Michael Benoliel
Publisher: World Scientific
ISBN: 9814556963
Category : Business & Economics
Languages : en
Pages : 534

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Book Description
Negotiation Excellence: Successful Deal Making is written by leading negotiation experts from top-rated universities in the US and in Asia and its objective is to introduce readers to the theory and best practices of effective negotiation. The book includes chapters ranging from: preparing and planning for successful negotiations; building relationships and establishing trust between negotiators; negotiating creatively to create mutual value and win-win situations; understanding and dealing with negotiators from different cultures; to managing ethical dilemmas.In addition to emphasizing the link between theory and practice, the book includes deal examples such as: Renault-Nissan alliance; mega-merger between Arcelor and Mittal Steel; Kraft Foods' acquisition of Cadbury PLC, Walt Disney Company's negotiation with the Hong Kong government; and Komatsu, a Japanese firm's negotiation with Dresser, an American firm.Following the success of the first edition, the second edition re-emphasizes the spirit of linking theory to practice with two new chapters on emotions in negotiation and the Indian negotiation style.

Author: Vijay Gokhale
Publisher:
ISBN: 9780143459293
Category :
Languages : en
Pages : 0

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Book Description
'Essential reading for all those interested in how India will deal with its greatest strategic challenge, an increasingly powerful China'-SHIVSHANKAR MENON 'Vijay Gokhale strips away the illusion that China ever shared convergent interests with India in Asia and globally. A disconcerting read, but indispensable.'-ASHLEY J. TELLIS India's relations with the People's Republic of China have captured the popular imagination ever since the 1950s but have rarely merited a detailed understanding of the issues. Individual episodes tend to arouse lively debate, which often dissipates without a deeper exploration of the factors that shaped the outcomes. This book explores the dynamics of negotiation between the two countries, from the early years after Independence until the current times, through the prism of six historical and recent events in the India-China relationship. The purpose is to identify the strategy, tactics and tools that China employs in its diplomatic negotiations with India, and the learnings for India from its past dealings with China that may prove helpful in future negotiations with the country.