Download Full eBooks in PDF
Chinese Business Negotiating Style Book in PDF, ePub and Kindle version is available to download in english. Read online anytime anywhere directly from your device. Click on the download button below to get a free pdf file of Chinese Business Negotiating Style book. This book definitely worth reading, it is an incredibly well-written.
Author : Tony Fang
Publisher : SAGE
Page : 364 pages
File Size : 47,8 Mb
Release : 1999
Category : Business & Economics
ISBN : 0761915761
Provides the reader with an in-depth sociocultural understanding of Chinese negotiating behaviours and tactics in Sino-Western business negotiation context. It presents fresh approaches, coherent frameworks, and 40 reader-friendly cases.
Author : Lucian Pye
Publisher : Praeger
Page : 144 pages
File Size : 47,5 Mb
Release : 1992-02-18
Category : Business & Economics
ISBN : UCSD:31822015033996
How precisely do the Chinese negotiate contracts and other agreements? Do they follow conventions similar to those of European negotiators? To the Japanese? Is there a pattern or style to their negotiations? These are the types of issues examined and resolved in Pye's guide. The volume is based on extensive interviews with Americans and Japanese who have had considerable first-hand experience negotiating with the Chinese, and an effort has been made to highlight the areas in which there has been the greatest amount of confusion and misunderstanding for American business people. Pye examines each step in the traditionally long negotiating process, from the first contacts to the responses after agreements have been reached. With an emphasis on cultural considerations and troubleshooting techniques, Pye gives solid, practical advice for business firms and individual negotiators. While the emphasis is on practical business negotiations, anyone concerned with Chinese culture will find much to ponder in this book.
Author : Tony Fang
Publisher : Unknown
Page : 292 pages
File Size : 50,7 Mb
Release : 1997
Category : Business etiquette
ISBN : 9178719224
Author : Lothar Katz
Publisher : Booksurge Publishing
Page : 478 pages
File Size : 51,9 Mb
Release : 2006
Category : Business and politics
ISBN : UCLA:L0099971780
Pt. 1. International negotiations. -- Pt. 2. Negotiation techniques used around the world. -- Pt. 3. Negotiate right in any of 50 countries.
Author : Anonim
Publisher : Unknown
Page : 0 pages
File Size : 50,5 Mb
Release : 1982
Category : Electronic
ISBN : OCLC:227551832
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).
Author : Richard H. Solomon
Publisher : US Institute of Peace Press
Page : 228 pages
File Size : 55,8 Mb
Release : 1999
Category : Language Arts & Disciplines
ISBN : 1878379860
After two decades of hostile confrontation, China and the United States initiated negotiations in the early 1970s to normalize relations. Senior officials of the Nixon, Ford, Carter, and Reagan administrations had little experience dealing with the Chinese, but they soon learned that their counterparts from the People's Republic were skilled negotiators. This study of Chinese negotiating behavior explores the ways senior officials of the PRC--Mao Zedong, Zhou Enlai, Deng Xiaoping, and others--managed these high-level political negotiations with their new American "old friends." It follows the negotiating process step by step, and concludes with guidelines for dealing with Chinese officials. Originally written for the RAND Corporation, this study was classified because it drew on the official negotiating record. It was subsequently declassified, and RAND published the study in 1995. For this edition, Solomon has added a new introduction, and Chas Freeman has written an interpretive essay describing the ways in which Chinese negotiating behavior has, and has not, changed since the original study. The bibiliography has been updated as well.
Author : Claudia Dreizler
Publisher : GRIN Verlag
Page : 30 pages
File Size : 53,9 Mb
Release : 2008-05
Category : Electronic
ISBN : 9783638940337
Seminar paper from the year 2002 in the subject Business economics - Business Management, Corporate Governance, grade: 2,0 (B), Furtwangen University (Institute for Economics), course: Managing Cultural Differences, 9 entries in the bibliography, language: English, abstract: Good negotiation skills are very important when doing business with people from other cultures. People from different cultures have different expectations about negotiation outcomes and therefore use different negotiation styles. If you compare negotiation styles in Germany and China you will discover many differences. Most of these differences are due to the very different cultures of Germany on the one side and China on the other side. This paper analyzes possible steps in a negotiation between Germans and Chinese. It also gives some guidelines on how to avoid possible conflicts during such negotiations.
Author : Claudia Dreizler
Publisher : GRIN Verlag
Page : 12 pages
File Size : 45,9 Mb
Release : 2002-08-23
Category : Business & Economics
ISBN : 9783638139175
Seminar paper from the year 2002 in the subject Business economics - Business Management, Corporate Governance, grade: 2,0 (B), Furtwangen University (Institute for Economics), course: Managing Cultural Differences, language: English, abstract: Good negotiation skills are very important when doing business with people from other cultures. People from different cultures have different expectations about negotiation outcomes and therefore use different negotiation styles. If you compare negotiation styles in Germany and China you will discover many differences. Most of these differences are due to the very different cultures of Germany on the one side and China on the other side. This paper analyzes possible steps in a negotiation between Germans and Chinese. It also gives some guidelines on how to avoid possible conflicts during such negotiations.
Author : Lucian W. Pye
Publisher : Oelgeschlager
Page : 136 pages
File Size : 55,7 Mb
Release : 1982
Category : Business & Economics
ISBN : UCSC:32106006614686
Author : Roger Fisher,William Ury,Bruce Patton
Publisher : Houghton Mifflin Harcourt
Page : 242 pages
File Size : 40,8 Mb
Release : 1991
Category : Business & Economics
ISBN : 0395631246
Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.
Author : Lee Cheng Tan,Tai Wei Lim
Publisher : World Scientific
Page : 284 pages
File Size : 44,8 Mb
Release : 2023-11-17
Category : Business & Economics
ISBN : 9789811280528
While many (East) Asians are becoming more confident in their own culture and ways of doing things, at the same time, they are open to the melding of east-west ways. Because of this form of cultural hybridization, it is useful to include the authors' multidisciplinary area studies training which decodes some of the cultural symbols and contextual language used in Asian negotiations. They do so keenly with globalization's impact in mind. Due to globalization, western styles of negotiations have constantly engaged closely with negotiations styles in Asia (including East Asia) and the cross-pollination of ideas between the two have resulted in hybridized negotiations styles in the contemporary setting.Distilled practitioner knowledge will be combined with literature review and theoretical readings to share with readers the intricacies as well as theoretician's conceptualizations of East Asian negotiation styles. The book is written from the sub-discipline of cross-cultural negotiating styles, adopting some sociological/anthropological perspectives, anecdotes and concepts to discuss this subject matter.This volume hopes to fill in the gap between theoretical and applied knowledge through the use of theoretical concepts that readers from the West and other English-language textbook readers are familiar with, while supplementing the concepts with practitioner-oriented case studies drawn from actual experiences. This prevents the publication from becoming a theory-heavy text.
Author : Leonie McKeon
Publisher : DoctorZed Publishing
Page : 90 pages
File Size : 40,8 Mb
Release : 2019-04-12
Category : Business & Economics
ISBN : 9780648131472
With over three decades of experience as a China-Educated Strategist and business owner, Leonie McKeon has helped hundreds of business owners and executives understand how to do business with Chinese people and to be better negotiators. Based on The Art of War, Leonie shares her deep understanding of the 36 Strategies used in Chinese culture and business. She provides invaluable practical tips for any business person looking to improve their overall negotiation skills, as well as become better negotiators in China. More Control, More Success, More Wins! Lure the Tiger: Negotiating in confronting circumstances contains ancient Chinese negotiation secrets that are part of everyday Chinese business practices. Discover how you too can use this ancient wisdom so you can have More Control, More Success, More Wins! · Understand the rules of the game of negotiation · Become a great negotiator anywhere, any time · Learn how to respond when Chinese negotiation tactics are used on you · Master the ancient secrets of negotiation so you remain in control · Implement culturally appropriate strategies for doing business in China · Avoid the traps of classic Chinese negotiation strategies · Take more control of every negotiation · Get more success in business · Win more in business
Author : Leonie McKeon
Publisher : DoctorZed Publishing
Page : 90 pages
File Size : 53,9 Mb
Release : 2020-11-30
Category : Business & Economics
ISBN : 9780648536161
With over three decades of experience as a China-Educated Strategist and business owner, Leonie McKeon has helped hundreds of business owners and executives understand how to do business with Chinese people and to be better negotiators. Based on The Art of War, Leonie shares her deep understanding of the 36 Strategies used in Chinese culture and business. She provides invaluable practical tips for any business person looking to improve their overall negotiation skills, as well as become better negotiators in China. More Control, More Success, More Wins! Endure the Tiger: Negotiating to gain ground contains ancient Chinese negotiation secrets that are part of everyday Chinese business practices. Discover how you too can use this ancient wisdom so you can have More Control, More Success, More Wins! · Understand the rules of the game of negotiation · Become a great negotiator anywhere, any time · Learn how to respond when Chinese negotiation tactics are used on you · Master the ancient secrets of negotiation so you remain in control · Implement culturally appropriate strategies for doing business in China · Avoid the traps of classic Chinese negotiation strategies · Take more control of every negotiation · Get more success in business · Win more in business
Author : Pervez N. Ghauri,Jean-Claude Usunier
Publisher : Emerald Group Publishing
Page : 548 pages
File Size : 48,6 Mb
Release : 2003-09-30
Category : Business & Economics
ISBN : 0080442935
Provides an understanding about the impact of culture and communication on international business negotiations. This work explores the problems faced by Western managers while doing business abroad and offers guidelines for international business negotiations. It also focuses on an important aspect of international business: negotiations.
Author : Morry Morgan
Publisher : John Wiley & Sons
Page : 208 pages
File Size : 45,8 Mb
Release : 2011-03-10
Category : Business & Economics
ISBN : 9780470826232
This book is a complete sales and negotiating guide for mainland China and includes practical and measurable techniques that have been tested and proven to work with Fortune 500 companies operating in the 'Middle Kingdom'. It is divided into four main areas: The Knowledge The Sales Call The Negotiation The Maintenance The book is the result of my 8 years of training in sales and negotiation skills across mainland China, as well as running a multi-city, multicultural company in the 'World's Most Stressful Country' (according to Newsweek). The book includes a collection of anecdotes from this experience, as well as case studies developed by working closely with leading companies in China. Some of these companies include Rockwell Automation, Microsoft, Thomson, SAP, and NBC. Sales and negotiating is not easy, particularly when done in a country with completely new values and rules of engagement. The purpose of this book is to lay the rules out clearly, and provide the reader with an easy to understand strategy to doing business in mainland China.