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.
186448070X 9781864480702
97199211
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.