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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 | : Lucian W. Pye |
| Publisher | : RAND Corporation |
| Total Pages | : 109 |
| Release | : 1982 |
| Genre | : China |
| ISBN | : 9780833003744 |
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 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 | : 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 | : |
| 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 | : 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 | : 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 | : 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 | : Alfred D. Wilhelm |
| Publisher | : DIANE Publishing |
| Total Pages | : 316 |
| Release | : 1994 |
| Genre | : China |
| ISBN | : 0788123408 |
Download The Chinese at the Negotiating Table Book in PDF, ePub and Kindle
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 | : Lee Cheng Tan |
| Publisher | : World Scientific |
| Total Pages | : 284 |
| Release | : 2023-11-17 |
| Genre | : Business & Economics |
| ISBN | : 9811280525 |
Download The East Asian Negotiator Book in PDF, ePub and Kindle
While many (East) Asians are becoming more confident in their own culture and ways of doing things, at the same time, they are open to the melding of east-west ways. Because of this form of cultural hybridization, it is useful to include the authors' multidisciplinary area studies training which decodes some of the cultural symbols and contextual language used in Asian negotiations. They do so keenly with globalization's impact in mind. Due to globalization, western styles of negotiations have constantly engaged closely with negotiations styles in Asia (including East Asia) and the cross-pollination of ideas between the two have resulted in hybridized negotiations styles in the contemporary setting.Distilled practitioner knowledge will be combined with literature review and theoretical readings to share with readers the intricacies as well as theoretician's conceptualizations of East Asian negotiation styles. The book is written from the sub-discipline of cross-cultural negotiating styles, adopting some sociological/anthropological perspectives, anecdotes and concepts to discuss this subject matter.This volume hopes to fill in the gap between theoretical and applied knowledge through the use of theoretical concepts that readers from the West and other English-language textbook readers are familiar with, while supplementing the concepts with practitioner-oriented case studies drawn from actual experiences. This prevents the publication from becoming a theory-heavy text.
| Author | : Henry K. H. Wang |
| Publisher | : Routledge |
| Total Pages | : 204 |
| Release | : 2017-11-22 |
| Genre | : Business & Economics |
| ISBN | : 1315467070 |
Download Business Negotiations in China Book in PDF, ePub and Kindle
Business Negotiations in China provides a holistic overview of the institutional, organisational and cultural issues that underpin successful business negotiations in China. Good negotiation strategies and management are essential for establishing successful business deals and new ventures in China. The author addresses the current key issues and risks, high level business management, planning, innovative approaches and modern negotiation strategies. The text opens with a review of the evolution of key negotiation models that have been use in China right up to the most current. This is followed by an analysis of the various negotiation frameworks and processes being undertaken in China; their similarities and differences with other global negotiation processes. Alongside the negotiation itself, the author provides advice on: selection of the negotiation team and the various strategic roles within it; the detailed preparations and analysis required prior to starting negotiations in China; effective management strategies for each of the various stages of negotiation to achieve successful, sustainable outcomes. Business Negotiations in China is supported by examples and analysis drawn from actual high level business negotiations by leading international companies with China State Owned Enterprises. It also explores the fierce competition between multinationals and China state-owned companies and their respective different negotiation strategies. This book is an important, indispensable insider’s guide to the strategy and practice of negotiating in China and is relevant to professionals, academics, researchers and students alike.
