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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: Anthony Reid
Publisher:
Published: 2009-01-01
Total Pages: 258
ISBN-13: 9789971694470
DOWNLOAD EBOOKArgues that neither the 'Chinese world order' of tribute relations nor the Westphalia model of sovereign equality ever operated effectively in Asia, but suggests that the past does offer strong indicators about the shape of a new order in Asia.
Author: Patrick Kim Cheng Low
Publisher: Springer Science & Business Media
Published: 2010-01-15
Total Pages: 192
ISBN-13: 3642046762
DOWNLOAD EBOOKSuccessful negotiation requires a close understanding of their partner’s culture, their feelings, habits and values. When planning to do business with suppliers and other partners in Asia, a thorough preparation is essential to avoid misunderstandings, confrontations and disappointments, and to ensure the mutually desired success. This book presents a complete communication and negotiation skills program with special focus on negotiation partners from the different regions of the Asian continent. Readers learn to negotiate the Chinese, the Indian or the Japanese way, and they learn to understand the ways Asians negotiate. Written by a cross-border author, both academician and practitioner, with plenty of experience from Eastern and Western cultures, this book is a valuable resource for anyone relying on business success with Asian partners.
Author: 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: Kim Cheng Patrick Low
Publisher: Springer
Published: 2021-10-13
Total Pages: 400
ISBN-13: 9783030486570
DOWNLOAD EBOOKSuccessful negotiation requires understanding your counterpart’s culture, their feelings, habits and values. When planning to do business with suppliers and other partners in Asia, thorough preparation is essential in order to avoid misunderstandings, confrontations and disappointments, and to ensure the mutually desired success. This book offers a comprehensive guide to communication, argumentation, and negotiation by demonstrating success pathways with a focus on specific types of negotiator or negotiation partner from the different regions of the Asian continent. Readers will learn to negotiate the Chinese, the Indian and the Japanese way, and come to understand how Asians approach negotiations. Written by a truly international author, both academic and practitioner, with extensive experience in both Eastern and Western cultures, this book offers a valuable resource for anyone who relies on successfully negotiating with Asian partners.
Author: Alice D. Ba
Publisher: Stanford University Press
Published: 2009-03-26
Total Pages: 344
ISBN-13: 080477630X
DOWNLOAD EBOOKThis book seeks to explain two core paradoxes associated with the Association of Southeast Asian Nations (ASEAN): How have diverse states hung together and stabilized relations in the face of competing interests, divergent preferences, and arguably weak cooperation? How has a group of lesser, self-identified Southeast Asian powers gone beyond its original regional purview to shape the form and content of Asian Pacific and East Asian regionalisms? According to Alice Ba, the answers lie in ASEAN's founding arguments: arguments that were premised on an assumed regional disunity. She demonstrates how these arguments draw critical causal connections that make Southeast Asian regionalism a necessary response to problems, give rise to its defining informality and consensus-seeking process, and also constrain ASEAN's regionalism. Tracing debates about ASEAN's intra- and extra-regional relations over four decades, she argues for a process-driven view of cooperation, sheds light on intervening processes of argument and debate, and highlights interacting material, ideational, and social forces in the construction of regions and regionalisms.
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: Michael Blaker
Publisher: US Institute of Peace Press
Published: 2002
Total Pages: 188
ISBN-13: 9781929223107
DOWNLOAD EBOOKExplores four recent US-Japanese negotiations - two over trade and two over security-related issues - looking for patterns in Japan's approach and behaviour. Each study explains the cultural, as well as the political, institutional and personal factors, and assesses their influence.
Author: Walter N. Hakala
Publisher: Columbia University Press
Published: 2016-08-30
Total Pages: 317
ISBN-13: 0231542127
DOWNLOAD EBOOKPrior to the nineteenth century, South Asian dictionaries, glossaries, and vocabularies reflected a hierarchical vision of nature and human society. By the turn of the twentieth century, the modern dictionary had democratized and politicized language. Compiled "scientifically" through "historical principles," the modern dictionary became a concrete symbol of a nation's arrival on the world stage. Following this phenomenon from the late seventeenth century to the present, Negotiating Languages casts lexicographers as key figures in the political realignment of South Asia under British rule and in the years after independence. Their dictionaries document how a single, mutually intelligible language evolved into two competing registers—Urdu and Hindi—and became associated with contrasting religious and nationalist goals. Each chapter in this volume focuses on a key lexicographical work and its fateful political consequences. Recovering texts by overlooked and even denigrated authors, Negotiating Languages provides insight into the forces that turned intimate speech into a potent nationalist politics, intensifying the passions that partitioned the Indian subcontinent.
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.
