Chinese Commercial Negotiating Style

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Oelgeschlager, Gunn & Hain, Publishers, Incorporated, 1982 - Negotiation in business - 109 pages
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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).

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Contents

Section
1
H THE AMBIENCE OF NEGOTIATIONS
24
HI THE OPENING MOVES
35
Copyright

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