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H THE AMBIENCE OF NEGOTIATIONS
THE OPENING MOVES
W THE SUBSTANTIVE NEGOTIATING SESSION
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advantage American businessmen American companies American firms American negotiators authority avoid bargaining become Beijing believe benefits bureaucratic cause China trade Chinese cadres Chinese culture Chinese language Chinese negotiating teams Chinese officials Chinese political Chinese practice Chinese system cials commercial negotiations concessions concrete considerations contract critical Cultural Revolution deal diplomatic enterprises exaggerated example expect favors foreign negotiators foreign trade Four Modernizations friendship Gang of Four guanxi hence Henry Kissinger Hong Kong impatience initial agreement insist Japa Japanese trading joint venture letters of intent major matters ment misunderstandings mutual interests negotiating process nese Overseas Chinese patience phase ploy position possible precise principles priorities problems questions relations relationship response seek sell seminars sessions shame Shanghai Communique side Sidney Verba spirit substantive suggest superiors symbolic tactics Taiwan talk technologies tend tiating tions U.S. government understand usually xenophobia