How To Make A Deal In China A Guide For German Negotiators

Author : Jan Schnack
Publisher : GRIN Verlag
Page : 11 pages
File Size : 46,5 Mb
Release : 2002-10-30
Category : Business & Economics
ISBN : 9783638150804

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How to make a deal in China - A guide for German negotiators by Jan Schnack Pdf

Seminar paper from the year 2002 in the subject Business economics - Business Management, Corporate Governance, grade: 1,0 (A), Furtwangen University (Institute for Economics), course: Managing Cultural Diversities, language: English, abstract: Since the opening of the People′s Republic of China in 19781, China has become a more and more important business partner for Germany. Today China is the second biggest Asian trade partner of Germany. In the year 2000 the trade between China and Germany increased by 34 %.2 That is why more and more managers from Germany go to China for business negotiations. "Global managers spend more than 50 percent of their time negotiating."3 In this paper I am going to explain the differences how negotiations are conducted in China and Germany and what German managers involved in cross-cultural negotiations with the Chinese should bear in mind in order to avoid conflicts and misunderstandings. I assume that both, the Chinese and the Germans have not been trained in intercultural management before joining the negotiation. Fons Trompenaars describes the German culture as universalistic, collectivistic, diffuse and achievement-oriented, whereas he characterizes the Chinese culture as particularistic, collectivistic, very diffuse and ascriptive. In this paper I will divide the negotiation process into three stages and explain the cultural dimensions involved. [...] _____ 1 Chinanah, www.chinanah.com/forument001.htm 2 Bundeswirtschaftsministerium, www.wirtschaftsministerium.de 3 Adler, Nancy, p. 191

Author : Lothar Katz
Publisher : Booksurge Publishing
Page : 478 pages
File Size : 55,8 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 : Alfred D. Wilhelm
Publisher : DIANE Publishing
Page : 316 pages
File Size : 42,9 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 : Laurence J. Brahm
Publisher : Tuttle Publishing
Page : 160 pages
File Size : 41,9 Mb
Release : 2011-07-19
Category : Business & Economics
ISBN : 9781462900589

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Art of the Deal in China by Laurence J. Brahm Pdf

Extremely useful to newcomers and old china hands alike, this Chinese business guide explains how Chinese history and classical literature play a huge role in negotiating in China. Negotiating a deal in China requires patience—a well–known Confucian virtue; persistence—something which comes with time; and survival instincts—something that comes with persistence. For both the uninitiated, negotiations in China may come as a culture shock, laced with frustration. For the experience China trade negotiator, it is a never–ending learning process. For both parties, the secret to negotiating in China may well lie in the knowledge of the military ploys described in China's ancient classics. In The Art of the Deal in China, author Laurence J. Brahm applies Sun Tzu's Art of War, the ultimate guru's statement of military strategy and the Thirty–six Strategies, a collection of sayings which capsulize strategic prowess in ancient Chinese history, to modern–day negotiating situations in China, both commercial and political. The stories in the book, all based on actual happenings, will not only amuse but will provide hope to many foreigners engaged in the often drawn –out and frustrating process of negotiating a deal in China.

Author : Monika Koeckeritz
Publisher : BoD – Books on Demand
Page : 121 pages
File Size : 54,7 Mb
Release : 2015-03-05
Category : Political Science
ISBN : 9783734772450

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The preparation of German entrepreneurs for the different cultural peculiarities of negotiations with Chinese business partners by Monika Koeckeritz Pdf

Today People’s Republic of China is emerging as one of the major global economies. But a lot of negotiations between German and Chinese businessmen have failed in China because German entrepreneurs have not been sufficiently prepared for the different cultural peculiarities of negotiations with Chinese business partners. This dissertation will analyse the cultural peculiarities of negotiations with Chinese business partners. Different theories about culture, communication and negotiations and their interactions are examined. The researcher will analyse differences between the German and Chinese business culture including the values influencing the German and Chinese business behaviour and communication style. A comparison of the German culture and negotiation skills with the Chinese culture and negotiation skills will be drawn. Prerequisites to commitment in China will be investigated and the Chinese framework of communication will be identified. Furthermore the Chinese bargaining and negotiation tactics as well as the purpose and format of Chinese negotiations will be discovered and the importance of “guanxi” and “mianxi” and their effects on business behaviour will be identified. The researcher will also advance the hypothesis that China has faced and will face the influence of materialism as a force undermining traditional values. To prove this hypothesis, she will analyse potential factors and forces that influence Chinese culture and with it the negotiations with Chinese business partners.

Author : Roger Fisher,William Ury,Bruce Patton
Publisher : Houghton Mifflin Harcourt
Page : 242 pages
File Size : 51,9 Mb
Release : 1991
Category : Business & Economics
ISBN : 0395631246

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Getting to Yes by Roger Fisher,William Ury,Bruce Patton Pdf

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 : Barry Maude
Publisher : Bloomsbury Publishing
Page : 280 pages
File Size : 47,6 Mb
Release : 2017-09-16
Category : Business & Economics
ISBN : 9781137507471

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Managing Cross-Cultural Communication by Barry Maude Pdf

Accessible and lively introduction to the management of cross-cultural communication for undergraduate and postgraduate business students. Drawing on the latest research and incorporating the author's own extensive experience of working in different cultural settings, it addresses the core theory and practice. An essential course companion.

Author : Pervez N. Ghauri,Jean-Claude Usunier
Publisher : Emerald Group Publishing
Page : 548 pages
File Size : 47,6 Mb
Release : 2003-09-30
Category : Business & Economics
ISBN : 0080442935

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International Business Negotiations by Pervez N. Ghauri,Jean-Claude Usunier Pdf

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 : James K. Sebenius,R. Nicholas Burns,Robert H. Mnookin
Publisher : HarperCollins
Page : 417 pages
File Size : 50,7 Mb
Release : 2018-05-08
Category : Business & Economics
ISBN : 9780062694195

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Kissinger the Negotiator by James K. Sebenius,R. Nicholas Burns,Robert H. Mnookin Pdf

Foreword by Henry Kissinger In this groundbreaking, definitive guide to the art of negotiation, three Harvard professors—all experienced negotiators—offer a comprehensive examination of one of the most successful dealmakers of all time. Politicians, world leaders, and business executives around the world—including every President from John F. Kennedy to Donald J. Trump—have sought the counsel of Henry Kissinger, a brilliant diplomat and historian whose unprecedented achievements as a negotiator have been universally acknowledged. Now, for the first time, Kissinger the Negotiator provides a clear analysis of Kissinger’s overall approach to making deals and resolving conflicts—expertise that holds powerful and enduring lessons. James K. Sebenius (Harvard Business School), R. Nicholas Burns (Harvard Kennedy School of Government), and Robert H. Mnookin (Harvard Law School) crystallize the key elements of Kissinger’s approach, based on in-depth interviews with the former secretary of state himself about some of his most difficult negotiations, an extensive study of his record, and many independent sources. Taut and instructive, Kissinger the Negotiator mines the long and fruitful career of this elder statesman and shows how his strategies apply not only to contemporary diplomatic challenges but also to other realms of negotiation, including business, public policy, and law. Essential reading for current and future leaders, Kissinger the Negotiator is an invaluable guide to reaching agreements in challenging situations.

Author : Barry Maude
Publisher : Bloomsbury Publishing
Page : 265 pages
File Size : 51,8 Mb
Release : 2020-04-10
Category : Business & Economics
ISBN : 9781350305168

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International Business Negotiation by Barry Maude Pdf

Expertly blending theory and practice, this accessible and up-to-date textbook offers a clear and comprehensive introduction to international business negotiation. The book draws on the practical experiences of managers, consultants and entrepreneurs who have successfully conducted business negotiations around the world, offering practical and realistic guidelines for improving negotiation practice in a wide range of international and cross-cultural contexts. It covers the key negotiation theories, concepts, strategies and practices needed to succeed in contemporary business negotiations. Thoroughly updated throughout, this edition contains new content on ethical, cross-border M&A, and international joint ventures negotiations. With engaging pedagogy and rigorous coverage of key theories and research findings, this textbook is an essential companion for modules in negotiation and international negotiation at undergraduate, postgraduate and MBA modules. It is also suitable for managers and practitioners who are interested in, or participate in, international negotiation.

Author : Marc Helmold,Tracy Dathe,Florian Hummel,Brian Terry,Jan Pieper
Publisher : Springer Nature
Page : 366 pages
File Size : 47,6 Mb
Release : 2020-01-21
Category : Social Science
ISBN : 9783030334833

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Successful International Negotiations by Marc Helmold,Tracy Dathe,Florian Hummel,Brian Terry,Jan Pieper Pdf

This book describes how international negotiations can be conducted in a structured, professional and effective manner. It also offers recommendations based on examples of successful negotiations from both economically leading countries such as the USA, China and Japan, as well as smaller countries such as the Netherlands, Israel and Morocco. Providing practically relevant experiences from middle and top management positions in different business sectors, the contributors focus on all elements of negotiations, spanning from preparation, execution, strategies and tactics to non-verbal communication and psychological factors. Moreover, the chapters offer detailed introductions to more than 25 countries around the globe, which can be used as a reference guide to doing business in the specific contexts.

Author : IBP USA
Publisher : Lulu.com
Page : 267 pages
File Size : 54,7 Mb
Release : 2024-06-13
Category : Electronic
ISBN : 9781433049712

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Tonga Foreign Policy and Government Guide Volume 1 Strategic Information and Developments by IBP USA Pdf

Author : Robert H. Mnookin
Publisher : Harvard University Press
Page : 368 pages
File Size : 43,9 Mb
Release : 2004-04-15
Category : Law
ISBN : 9780674504103

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Beyond Winning by Robert H. Mnookin Pdf

Conflict is inevitable, in both deals and disputes. Yet when clients call in the lawyers to haggle over who gets how much of the pie, traditional hard-bargaining tactics can lead to ruin. Too often, deals blow up, cases don't settle, relationships fall apart, justice is delayed. Beyond Winning charts a way out of our current crisis of confidence in the legal system. It offers a fresh look at negotiation, aimed at helping lawyers turn disputes into deals, and deals into better deals, through practical, tough-minded problem-solving techniques.

Author : Gebhard Deissler
Publisher : GRIN Verlag
Page : 61 pages
File Size : 47,6 Mb
Release : 2011-11-18
Category : Social Science
ISBN : 9783656060291

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New Horizons Of Global Negotiations Management by Gebhard Deissler Pdf

Document from the year 2011 in the subject Cultural Studies - Miscellaneous, , course: Interkulturelle Forschung, language: English, abstract: In the ligth of international imperatives and requirements there is a need to develop new negotiation approaches that are more effective and less costly than tranditional problem solving methods, in human as well as in monetary terms. Here is a response to this need of our age.

Author : Michael Nelson
Publisher : CQ Press
Page : 2184 pages
File Size : 51,8 Mb
Release : 2012-08-13
Category : Political Science
ISBN : 9781452234281

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Guide to the Presidency and the Executive Branch by Michael Nelson Pdf

This comprehensive two-volume guide is the definitive source for researchers seeking an understanding of those who have occupied the White House and on the institution of the U.S. presidency. Readers turn Guide to the Presidency and the Executive Branch for its wealth of facts and analytical chapters that explain the structure, powers, and operations of the office and the president’s relationship with Congress and the Supreme Court. The fifth edition of this acclaimed reference completes coverage of the George W. Bush presidency, the 2008 election, and the first 3 years of the presidency of Barack Obama. This includes coverage of their handling of the economic crisis, wars abroad, and Obama’s healthcare initiatives. The work is divided into eight distinct subject areas covering every aspect of the U.S. presidency, and all chapters in each subject area have been revised and updated: Origins and Development of the Presidency, including constitutional beginnings, history of the presidency and vice presidency, and presidential ratings Selection and Removal of the President, including the electoral process, a chronology of presidential elections, removal of the president and vice president, and succession Powers of the Presidency, including the unilateral powers of the presidency and those as chief of state, chief administrator, legislative leader, commander in chief, and chief economist The President, the Public, and the Parties, including presidential appearances, the president and political parties, the president and the news media, the presidency and pop culture, public support and opinion, and the president and interest groups The Presidency and the Executive Branch, including the White House Office, the Office of the Vice President, supporting organizations, the cabinet and executive departments, presidential commissions, and executive branch housing, pay, and perquisites Chief Executive and Federal Government, including the president and Congress, the president and the Supreme Court, and the president and the bureaucracy Presidents, their Families, and Life in the White House and Beyond, including the daily life of the president, the first lady, the first family, friends of presidents, and life after the presidency Biographies of the Presidents, Vice Presidents, First Ladies This new volume also features more than 200 textboxes, tables, and figures. Major revisions cover the supporting White House organizations and the president’s role as chief economist. Additional reference materials include explanatory headnotes, as well as hundreds of photographs with detailed captions.