Case Studies and Strategies
This book explains the hows and whys of successfully negotiating business with the Chinese. The door to China has been well and truly cracked open, the mood embodied by the popular saying "It's bad luck not to have a business." The Chinese have a long tradition of negotiation and use their skills deliberately and effectively. How can Western negotiators allay the understandable fears and suspicions of their Chinese counterparts, and protect their own position at the same time?
In this critical guide to the skills and cultural context of negotiating, Carolyn Blackman draws on extended case studies and her own experience to reveal the scenarios and strategies of negotiating China. Through those lively studies and their commentaries, you will be aware of the techniques which the Chinese have and will use, why they use them, and how to counter them to achieve their own objectives.
