TY  - BOOK
AU  - Blackman,Carolyn
TI  - Negotiating China: case studies and strategies 
SN  - 186448070X
AV  - HD58.6 .B55 1997
U1  - 658.40520951 21
PY  - 1997///
CY  - St. Leonards, NSW, Australia
PB  - Allen & Unwin
KW  - Negotiation in business
KW  - China
KW  - Case studies
KW  - Corporate culture
KW  - Negociación en los negocios
KW  - China (República Popular, 1949)
KW  - Estudio con casos
KW  - Cultura corporativa
KW  - Négociations (Affaires)
KW  - Chine
KW  - Cas, Études de
KW  - Culture d'entreprise
KW  - Handel
KW  - gtt
KW  - Verhandlungstechnik
KW  - swd
KW  - Négociations (affaires)
KW  - ram
KW  - Chinesen
N1  - 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
ER  -