Chinese Business Negotiating Style PDF Download
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Author | : Lucian Pye |
Publisher | : Praeger |
Total Pages | : 144 |
Release | : 1992-02-18 |
Genre | : Business & Economics |
ISBN | : |
Download Chinese Negotiating Style Book in PDF, ePub and Kindle
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 | : Tony Fang |
Publisher | : SAGE |
Total Pages | : 364 |
Release | : 1999 |
Genre | : Business & Economics |
ISBN | : 9780761915768 |
Download Chinese Business Negotiating Style Book in PDF, ePub and Kindle
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 | : Lothar Katz |
Publisher | : Booksurge Publishing |
Total Pages | : 478 |
Release | : 2006 |
Genre | : Business and politics |
ISBN | : |
Download Negotiating International Business Book in PDF, ePub and Kindle
Pt. 1. International negotiations. -- Pt. 2. Negotiation techniques used around the world. -- Pt. 3. Negotiate right in any of 50 countries.
Author | : Richard H. Solomon |
Publisher | : US Institute of Peace Press |
Total Pages | : 228 |
Release | : 1999 |
Genre | : Language Arts & Disciplines |
ISBN | : 9781878379863 |
Download Chinese Negotiating Behavior Book in PDF, ePub and Kindle
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 | : Tony Fang |
Publisher | : |
Total Pages | : 292 |
Release | : 1997 |
Genre | : Business etiquette |
ISBN | : 9789178719228 |
Download Chinese Business Negotiating Style Book in PDF, ePub and Kindle
Author | : |
Publisher | : |
Total Pages | : 0 |
Release | : 1982 |
Genre | : |
ISBN | : |
Download Chinese Commercial Negotiating Style Book in PDF, ePub and Kindle
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 to 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. (Author).
Author | : Roger Fisher |
Publisher | : Houghton Mifflin Harcourt |
Total Pages | : 242 |
Release | : 1991 |
Genre | : Business & Economics |
ISBN | : 9780395631249 |
Download Getting to Yes Book in PDF, ePub and Kindle
Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.
Author | : Claudia Dreizler |
Publisher | : GRIN Verlag |
Total Pages | : 30 |
Release | : 2008-05 |
Genre | : |
ISBN | : 3638940330 |
Download How to Negotiate with Chinese Managers Book in PDF, ePub and Kindle
Seminar paper from the year 2002 in the subject Business economics - Business Management, Corporate Governance, grade: 2,0 (B), Furtwangen University (Institute for Economics), course: Managing Cultural Differences, 9 entries in the bibliography, language: English, abstract: Good negotiation skills are very important when doing business with people from other cultures. People from different cultures have different expectations about negotiation outcomes and therefore use different negotiation styles. If you compare negotiation styles in Germany and China you will discover many differences. Most of these differences are due to the very different cultures of Germany on the one side and China on the other side. This paper analyzes possible steps in a negotiation between Germans and Chinese. It also gives some guidelines on how to avoid possible conflicts during such negotiations.
Author | : Lucian W. Pye |
Publisher | : Oelgeschlager |
Total Pages | : 136 |
Release | : 1982 |
Genre | : Business & Economics |
ISBN | : |
Download Chinese Commercial Negotiating Style Book in PDF, ePub and Kindle
Author | : Pervez N. Ghauri |
Publisher | : Emerald Group Publishing |
Total Pages | : 548 |
Release | : 2003-09-30 |
Genre | : Business & Economics |
ISBN | : 9780080442938 |
Download International Business Negotiations Book in PDF, ePub and Kindle
Provides an understanding about the impact of culture and communication on international business negotiations. This work explores the problems faced by Western managers while doing business abroad and offers guidelines for international business negotiations. It also focuses on an important aspect of international business: negotiations.