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Author: Tony Fang
Publisher: SAGE
Published: 1999
Total Pages: 364
ISBN-13: 9780761915768
DOWNLOAD EBOOKProvides 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: Henry K. H. Wang
Publisher: Routledge
Published: 2018
Total Pages: 0
ISBN-13: 9781138205420
DOWNLOAD EBOOKUsing real-life examples drawn from high-level negotiations with Chinese state-owned enterprises, this book provides a holistic overview of the institutional, organizational and cultural issues that underpin successful business negotiations in China. --
Author: Carolyn Blackman
Publisher: Allen & Unwin Australia
Published: 1997
Total Pages: 205
ISBN-13: 9781864480702
DOWNLOAD EBOOKFeaturing beautiful images and excerpts from the creation story of the Australian Eastern Arrernte people, this journal also includes a star map of the Pleiades constellation. The indigenous story tells of seven young sisters, each represented by a star and pursued by the tracker Orion. The journal includes a special page for each sister scattered throughout the writable pages, weaving together a story that can be read as ongoing, or rediscovered throughout the journal's use. Also included are key words from the story, presented both in Arrernte and English, creating a charming but valuable cultural connection for all ages.
Author: I. William Zartman
Publisher:
Published: 2019
Total Pages:
ISBN-13: 9781108469098
DOWNLOAD EBOOKAuthor: Richard H. Solomon
Publisher: US Institute of Peace Press
Published: 1999
Total Pages: 228
ISBN-13: 9781878379863
DOWNLOAD EBOOKAfter 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: Lucian Pye
Publisher: Praeger
Published: 1992-02-18
Total Pages: 144
ISBN-13:
DOWNLOAD EBOOKHow 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: R. Kumar
Publisher: Springer
Published: 2011-11-22
Total Pages: 198
ISBN-13: 0230353908
DOWNLOAD EBOOKNegotiation is an important managerial skill. The ability to negotiate across cultures becomes even more challenging due to differences in institutional practices. This book explores how the institutional environment in India and China shapes their negotiating behaviour.
Author: Lothar Katz
Publisher: Booksurge Publishing
Published: 2006
Total Pages: 478
ISBN-13:
DOWNLOAD EBOOKPt. 1. International negotiations. -- Pt. 2. Negotiation techniques used around the world. -- Pt. 3. Negotiate right in any of 50 countries.
Author: Morry Morgan
Publisher: John Wiley & Sons
Published: 2011-03-10
Total Pages: 208
ISBN-13: 0470826231
DOWNLOAD EBOOKThis 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: Rosalie Lam Tung
Publisher: Pergamon
Published: 1982
Total Pages: 304
ISBN-13:
DOWNLOAD EBOOKU.S.-China Trade Negotiations examines the issues concerning the U.S.-China trade negotiations by identifying the mechanics of the U.S.-China business negotiations, such as how a company prepares the negotiations, the contributing factors, the outcomes, and how U.S. companies organize for the China trade.
