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Negotiating China : case studies and strategies
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- PrefaceIntroductionPART I The Chinese background1 The haggling society2 The world of the Chinese negotiatorPART II Chinese-western negotiations3 Preparing to negotiate in China4 The formal negotiation5 Chinese influence tacticsPART III Effective and ineffective negotiations6 A bridge between East and West: the overseas ChineseCase study: We are friendly people ourselves7 Coming out of China cryingCase study: You don't know if they are thick, or just playing at being thick8 Working the networkCase study: I did more business over banquets than I ever did in negotiating rooms9 Taking controlCase study: We kept bringing it back to what was fair10 Stepping backCase study: The more we talked about friendship, the deeper the trouble 11 Demonstrating committmentCase study: Once you're in...ConclusionBibliographyIndex.
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Negotiating China : case studies and strategies. PrefaceIntroductionPART I The Chinese background1 The haggling society2 The world of the Chinese negotiatorPART II Chinese-western negotiations3 Preparing to negotiate in China4 The formal negotiation5 Chinese influence tacticsPART III Effective and ineffective negotiations6 A bridge between East ...
This study draws a realistic portrait of the circumstances, tactics and personality of the Chinese negotiator, and details approaches and strategies which are essential to overcome the bureaucracy and the stone-walling. Based on 17 years of negotiating experience and study of the Chinese, the author sets the Chinese cultural context of and for ...
Negotiating China: Case studies and strategies. Paperback – 1 February 1997. by Carolyn Blackman (Author) 5. See all formats and editions. A true understanding of how to get to Yes with the Chinese, and why. In depth case studies with a clear framework to learn from them. Report an issue with this product. Print length.
4.00. 16 ratings2 reviews. The Chinese have a long tradition of negotiation and use their skills deliberately and effectively. Carolyn Blackman draws on intensive case studies and her clear cultural understanding to reveal the tactics, conscious or unconscious, used by the Chinese, to explain why those tactics are used, and to suggest how you ...