Chinese Negotiating Behavior PDF Download
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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 | : 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 | : Richard H. Solomon |
Publisher | : |
Total Pages | : 28 |
Release | : 1983 |
Genre | : China |
ISBN | : |
Download Chinese Political Negotiating Behavior Book in PDF, ePub and Kindle
Author | : Richard H. Solomon |
Publisher | : Minnesota Historical Society |
Total Pages | : 194 |
Release | : 1995 |
Genre | : History |
ISBN | : 9780833023377 |
Download Chinese Political Negotiating Behavior, 1967-1984 Book in PDF, ePub and Kindle
An assessment of the patterns and practices in the ways officials of the People's Republic of China (PRC) managed high-level political negotiations with the United States during the normalization phase of relations between the two countries. This study is designed to provide guidance for senior American officials prior to their negotiating encounters with PRC counterparts and to establish control over the documentary record of U.S.-PRC political exchanges between 1967 and 1984. A basic finding of the study is that Chinese officials conduct negotiations in a distinctive, but not unique, manner consisting of a meticulously managed progression of well-defined stages. The approach is influenced by both Western diplomatic practice and the Marxist-Leninist tradition acquired from the Soviet Union, but its most distinctive qualities are based on China's own cultural tradition and political practices.
Author | : Richard H. Solomon |
Publisher | : |
Total Pages | : 204 |
Release | : 2001-05-01 |
Genre | : |
ISBN | : 9780756710057 |
Download Chinese Negotiating Behavior Book in PDF, ePub and Kindle
After two decades of hostile confrontation, China and the U.S. initiated negotiations in the early 1970s to normalize relations. Senior officials of the Nixon, Ford, Carter, and Reagan admin. soon learned that their counterparts from the PRC were skilled negotiators. This study of Chinese negotiating behavior explores the ways that senior officials of the PRC -- Mao Zedong, Zhou Enlai, Deng Xiaoping, and others -- managed these high-level political negotiations with their new Amer. "old friends." It follows the negotiating process step by step, and concludes with guidelines for dealing with Chinese officials. Extensive bibliography.
Author | : I. William Zartman |
Publisher | : Cambridge University Press |
Total Pages | : 359 |
Release | : 2019-04-11 |
Genre | : Business & Economics |
ISBN | : 1108475833 |
Download How Negotiations End Book in PDF, ePub and Kindle
The first full-length work to analyze the closing phase of negotiations, identifying the negotiators' behavior patterns in the endgame.
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 | : 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 | : |
Total Pages | : 137 |
Release | : 1985 |
Genre | : China |
ISBN | : |
Download Chinese Political Negotiating Behavior Book in PDF, ePub and Kindle