Chinese Business Negotiating StyleThis book adds a valuable `Chinese voice' to the current Western-dominated forum on Chinese business negotiating style. The book provides the reader with an in-depth socio-cultural understanding of Chinese negotiating behaviour and tactics in the context of Sino-Western business negotiation. It addresses this fascinating and complex subject by looking systematically at various components of Chinese business culture which range from contemporary Chinese politics to ancient Chinese philosophies and military stratagems. |
Contents
Section 1 | 1 |
Section 2 | 21 |
Section 3 | 31 |
Section 4 | 67 |
Section 5 | 71 |
Section 6 | 102 |
Section 7 | 199 |
Section 8 | 216 |
Section 9 | 248 |
Section 10 | 263 |
Section 11 | 285 |
Section 12 | 289 |
Section 13 | 307 |
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Common terms and phrases
Appendix Art of War bargaining Beijing book see Chapter business negotiating style Chan Chen China Chinese behavior Chinese business culture Chinese business negotiating Chinese concept Chinese culture Chinese government Chinese law Chinese managers Chinese negotiating behavior Chinese negotiating style Chinese negotiating tactics Chinese partner Chinese politics Chinese society Chinese sociocultural Chinese stratagems competition concept of face Confucian Confucian tradition Confucius contract cooperation cross-cultural dimensions discussed East Asian economic enemy enterprises Ericsson example Fang foreign technology Guangdong guanxi Hofstede Hong Kong important industrial influence international business interpersonal relationships joint venture lawyers Mao Zedong Thought negotiation strategy orientation party People's person perspective PRC condition principles problems Seligman Shenkar social sociocultural system strategist studies Sun Tzu Sun Tzu-like Swedish Swedish company Taoism Thirty-Six Stratagems tion trust Tung understanding Wang Western business Western negotiator win-lose Wu Wei