Chinese Commercial Negotiating Style
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Chinese Commercial Negotiating Style
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Author : Lucian W. Pye
language : en
Publisher: RAND Corporation
Release Date : 1982
Chinese Commercial Negotiating Style written by Lucian W. Pye and has been published by RAND Corporation this book supported file pdf, txt, epub, kindle and other format this book has been release on 1982 with China categories.
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.
Chinese Commercial Negotiating Style
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Author :
language : en
Publisher:
Release Date : 1982
Chinese Commercial Negotiating Style written by and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1982 with categories.
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).
Chinese Negotiating Style
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Author : Lucian Pye
language : en
Publisher: Praeger
Release Date : 1992-02-18
Chinese Negotiating Style written by Lucian Pye and has been published by Praeger this book supported file pdf, txt, epub, kindle and other format this book has been release on 1992-02-18 with Business & Economics categories.
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.
Chinese Business Negotiating Style
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Author : Tony Fang
language : en
Publisher: SAGE
Release Date : 1999
Chinese Business Negotiating Style written by Tony Fang and has been published by SAGE this book supported file pdf, txt, epub, kindle and other format this book has been release on 1999 with Business & Economics categories.
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.
Chinese Business Negotiating Style
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Author : Tony Fang
language : en
Publisher:
Release Date : 1997
Chinese Business Negotiating Style written by Tony Fang and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1997 with Business etiquette categories.
The East Asian Negotiator
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Author : Lee Cheng Tan
language : en
Publisher: World Scientific
Release Date : 2023-11-17
The East Asian Negotiator written by Lee Cheng Tan and has been published by World Scientific this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023-11-17 with Business & Economics categories.
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.
How To Negotiate With Chinese Managers
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Author : Claudia Dreizler
language : en
Publisher: GRIN Verlag
Release Date : 2008-05
How To Negotiate With Chinese Managers written by Claudia Dreizler and has been published by GRIN Verlag this book supported file pdf, txt, epub, kindle and other format this book has been release on 2008-05 with categories.
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.
How To Negotiate With Chinese Managers
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Author : Claudia Dreizler
language : en
Publisher: GRIN Verlag
Release Date : 2002-08-23
How To Negotiate With Chinese Managers written by Claudia Dreizler and has been published by GRIN Verlag this book supported file pdf, txt, epub, kindle and other format this book has been release on 2002-08-23 with Business & Economics categories.
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.
Chinese Negotiating Behavior
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Author : Richard H. Solomon
language : en
Publisher: US Institute of Peace Press
Release Date : 1999
Chinese Negotiating Behavior written by Richard H. Solomon and has been published by US Institute of Peace Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 1999 with Language Arts & Disciplines categories.
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.
Negotiating International Business
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Author : Lothar Katz
language : en
Publisher: Booksurge Publishing
Release Date : 2006
Negotiating International Business written by Lothar Katz and has been published by Booksurge Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2006 with Business and politics categories.
Pt. 1. International negotiations. -- Pt. 2. Negotiation techniques used around the world. -- Pt. 3. Negotiate right in any of 50 countries.