Chinese Negotiating Behavior

Author : Richard H. Solomon
Publisher : US Institute of Peace Press
Page : 228 pages
File Size : 52,7 Mb
Release : 1999
Category : Language Arts & Disciplines
ISBN : 1878379860

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Chinese Negotiating Behavior by Richard H. Solomon Pdf

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 : Richard H. Solomon
Publisher : Unknown
Page : 28 pages
File Size : 40,6 Mb
Release : 1983
Category : China
ISBN : OCLC:38129977

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Chinese Political Negotiating Behavior by Richard H. Solomon Pdf

Author : Tony Fang
Publisher : SAGE
Page : 364 pages
File Size : 42,5 Mb
Release : 1999
Category : Business & Economics
ISBN : 0761915761

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Chinese Business Negotiating Style by Tony Fang Pdf

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 : Richard H. Solomon
Publisher : Unknown
Page : 137 pages
File Size : 44,9 Mb
Release : 1985
Category : China
ISBN : OCLC:83716855

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Chinese Political Negotiating Behavior by Richard H. Solomon Pdf

Author : Richard H. Solomon,Charles W. Freeman, Jr.
Publisher : Unknown
Page : 204 pages
File Size : 43,8 Mb
Release : 2001-05-01
Category : Electronic
ISBN : 0756710057

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Chinese Negotiating Behavior by Richard H. Solomon,Charles W. Freeman, Jr. Pdf

After two decades of hostile confrontation, China and the U.S. initiated negotiations in the early 1970s to normalize relations. Senior officials of the Nixon, Ford, Carter, and Reagan admin. soon learned that their counterparts from the PRC were skilled negotiators. This study of Chinese negotiating behavior explores the ways that senior officials of the PRC -- Mao Zedong, Zhou Enlai, Deng Xiaoping, and others -- managed these high-level political negotiations with their new Amer. "old friends." It follows the negotiating process step by step, and concludes with guidelines for dealing with Chinese officials. Extensive bibliography.

Author : Lucian Pye
Publisher : Praeger
Page : 144 pages
File Size : 43,9 Mb
Release : 1992-02-18
Category : Business & Economics
ISBN : UCSD:31822015033996

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Chinese Negotiating Style by Lucian Pye Pdf

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 : Richard H. Solomon
Publisher : Unknown
Page : 50 pages
File Size : 45,5 Mb
Release : 1985
Category : China
ISBN : UCSD:31822003556545

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Chinese Political Negotiating Behavior by Richard H. Solomon Pdf

"This report presents an assessment of the political negotiating style that senior officials of the U.S. government are likely to encounter in dealings with their counterparts from the People's Republic of China (PRC). The assessment is based on interviews with American officials who conducted negotiations with the Chinese during the 1970s and early 1980s in an effort to normalize and develop U.S.-PRC relations, and on analysis of related materials such as Chinese press statements. The experience of this period reveals that PRC officials seek to manage negotiations in a readily comprehensible and even somewhat predictable manner. Appendixes include the texts of U.S.-PRC joint communiques establishing the principles of the relationship between the two countries."--Rand Abstracts.

Author : Alfred D. Wilhelm
Publisher : DIANE Publishing
Page : 316 pages
File Size : 49,6 Mb
Release : 1994
Category : China
ISBN : 9780788123405

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The Chinese at the Negotiating Table by Alfred D. Wilhelm Pdf

Examines the process of negotiating with the Chinese, using historical examples and analyses of cases from 1953 to the present. The author debunks the myth of legendary Chinese patience, assesses American reaction to negotiating with the Chinese, and analyzes the Chinese approach to negotiations. He reveals the elements of continuity in Chinese behavior that surfaced during talks with the U.S. as early as 1949. 10 photos. Bibliography. Index.

Author : Lothar Katz
Publisher : Booksurge Publishing
Page : 478 pages
File Size : 52,6 Mb
Release : 2006
Category : Business and politics
ISBN : UCLA:L0099971780

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Negotiating International Business by Lothar Katz Pdf

Pt. 1. International negotiations. -- Pt. 2. Negotiation techniques used around the world. -- Pt. 3. Negotiate right in any of 50 countries.

Author : Michael Blaker,Paul Giarra,Ezra F. Vogel
Publisher : US Institute of Peace Press
Page : 188 pages
File Size : 49,5 Mb
Release : 2002
Category : Business & Economics
ISBN : 1929223102

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Case Studies in Japanese Negotiating Behavior by Michael Blaker,Paul Giarra,Ezra F. Vogel Pdf

Explores four recent US-Japanese negotiations - two over trade and two over security-related issues - looking for patterns in Japan's approach and behaviour. Each study explains the cultural, as well as the political, institutional and personal factors, and assesses their influence.

Author : Anonim
Publisher : Unknown
Page : 0 pages
File Size : 44,9 Mb
Release : 1982
Category : Electronic
ISBN : OCLC:227551832

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Chinese Commercial Negotiating Style by Anonim Pdf

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 : I. William Zartman
Publisher : Cambridge University Press
Page : 359 pages
File Size : 48,7 Mb
Release : 2019-04-11
Category : Business & Economics
ISBN : 9781108475839

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How Negotiations End by I. William Zartman Pdf

The first full-length work to analyze the closing phase of negotiations, identifying the negotiators' behavior patterns in the endgame.

Author : Leonie McKeon
Publisher : DoctorZed Publishing
Page : 90 pages
File Size : 44,9 Mb
Release : 2019-04-12
Category : Business & Economics
ISBN : 9780648131472

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Lure the Tiger by Leonie McKeon Pdf

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 : Yafeng Xia
Publisher : Indiana University Press
Page : 354 pages
File Size : 43,9 Mb
Release : 2006-09-29
Category : Political Science
ISBN : 9780253112378

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Negotiating with the Enemy by Yafeng Xia Pdf

"A very good attempt to give a coherent and consistent account of the China-U.S. contacts during the Cold War.... [R]eaders will certainly gain a better understanding of this interesting and intricate history." -- Zhou Wenzhong, Chinese Ambassador to the United States Few relationships during the Cold War were as dramatic as that between the United States and China. During World War II, China was America's ally against Japan. By 1949, the two countries viewed each other as adversaries and soon faced off in Korea. For the next two decades, Beijing and Washington were bitter enemies. Negotiating with the Enemy is a gripping account of that period. On several occasions -- Taiwan in 1954 and 1958, and Vietnam in 1965 -- the nations were again on the verge of direct military confrontation. However, even as relations seemed at their worst, the process leading to a rapprochement had begun. Dramatic episodes such as the Ping-Pong diplomacy of spring 1971 and Henry Kissinger's secret trip to Beijing in July 1971 paved the way for Nixon's historic 1972 meeting with Mao.

Author : Lucian W. Pye
Publisher : RAND Corporation
Page : 109 pages
File Size : 51,5 Mb
Release : 1982
Category : China
ISBN : 0833003747

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Chinese Commercial Negotiating Style by Lucian W. Pye Pdf

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 of 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. By better understanding the Chinese style of negotiating in the commercial realm, we should be able to avoid misunderstandings and achieve desired goals in the political realm.