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Blackman, Carolyn.

Negotiating China : case studies and strategies / Tsai Chung-kuo tʻan pʻan Carolyn Blackman. - St. Leonards, NSW, Australia : Allen & Unwin, 1997. - xviii, 205 p. ; 22 cm.

Cover title also in Chinese characters.

Includes bibliographical references (p. 197-200) and index.

PART I : THE CHINESE BACKGROUND. The haggling society ; The world of the Chinese negotiator -- PART II : CHINESE-WESTERN NEGOTIATIONS. Preparing to negotiate in China ; The formal negotiation ; Chinese influence tactics -- PART III : EFFECTIVE AND INEFFECTIVE NEGOTIATIONS. A bridge between east and west : the overseas Chinese ; Coming out of China crying ; Working the network ; Taking control ; Stepping back ; Demonstrating commitment.

ISBN: 186448070X 9781864480702

LCCN: 97199211

Subjects--Topical Terms:
Negotiation in business--China.
Negotiation in business--China--Case studies.
Corporate culture--China.
Negociación en los negocios--Estudio con casos.--China (República Popular, 1949)
Cultura corporativa--China (República Popular, 1949)
Négociations (Affaires)--Chine.
Négociations (Affaires)--Chine--Cas, Études de.
Culture d'entreprise--Chine.
Handel.
Verhandlungstechnik.
Négociations (affaires)--Cas, Études de.--Chine
Culture d'entreprise--Chine.
Négociations (affaires)--Chine.

Subjects--Geographic Terms:
China.
Chinesen.

LC Class. No.: HD58.6 / .B55 1997

Dewey Class. No.: 658.40520951 302.30951