The Chinese negotiator : how to succeed in the world's largest market / Robert M. March, Su-hua Wu [sic]

Author(s): March, Robert M
Location:
Retrieving Holdings Information
Subjects: Negotiation in business--China
National characteristics, Chinese
Formats: Print
Material Type: Books
Language: English
Audience: Unspecified
Edition: 1st ed
Published: Tokyo ; New York : Kodansha International, 2007
LC Classification: H, HD
Physical Description: 279 p. ; 24 cm
Table of Contents: Ch. 1. How the Chinese negotiate 17
Ch. 2. Chinese and foreign businesspeople : mutual views 35
Ch. 3. Well-managed negotiations : the individual approach 49
Ch. 4. Well-managed negotiations : the team approach 69
Ch. 5. Long-term negotiations 85
Ch. 6. Bargaining over price 111
Ch. 7. The central role of Guanxi 125
Ch. 8. The thirty-six stratagems 143
Ch. 9. Building trust and relationships 173
Ch. 10. Coaching negotiators in strategic skills 197
Ch. 11. The twelve-step process for planning negotiations 207
Ch. 12. The strategic negotiation process 225
Ch. 13. The clam despite the storm 235
Ch. 14. Building strategic friendships : a few last pointers 245
Ch. 15. Zeroing in on success 253
App. Managing translators and interpreters 264
Additional Authors: Wu, Su-hwa, 1949-
Notes: LCCN: 2006103428
ISBN: 4770030282
ISBN: 9784770030283
Includes bibliographical references (p. 271-276)
Contents: Introduction -- How the Chinese negotiate -- Chinese and foreign businesspeople: mutual views -- Well-managed negotiations: the individual approach -- Well-managed negotiations: the team approach -- Long-term negotiations -- Bargaining over price -- The central role of Guanxi -- The thirty-six stratagems -- Building trust and relationships -- Coaching negotiators in strategic skills -- The twelve-step process for planning negotiations -- The strategic negotiation process -- The calm despite the storm -- Building strategic friendships: a few last pointers -- Zeroing in on success -- Appendix: managing translators and interpreters -- Notes -- Bibliography -- Acknowledgments -- A final note from the authors
OCLC Number: 78063563
ISBN/ISSN: 4770030282
9784770030283