Chinese Negotiating Behavior
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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.
Chinese Political Negotiating Behavior
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Author : Richard H. Solomon
language : en
Publisher:
Release Date : 1983
Chinese Political Negotiating Behavior written by Richard H. Solomon and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1983 with China categories.
Chinese Negotiating Behavior
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Author : Richard H. Solomon
language : en
Publisher:
Release Date : 2001-05-01
Chinese Negotiating Behavior written by Richard H. Solomon and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2001-05-01 with categories.
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.
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 Political Negotiating Behavior
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Author : Richard H. Solomon
language : en
Publisher:
Release Date : 1985
Chinese Political Negotiating Behavior written by Richard H. Solomon and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1985 with China categories.
Chinese Political Negotiating Behavior
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Author : Richard H. Solomon
language : en
Publisher:
Release Date : 1985
Chinese Political Negotiating Behavior written by Richard H. Solomon and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1985 with China categories.
"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.
The Chinese At The Negotiating Table
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Author : Alfred D. Wilhelm
language : en
Publisher: DIANE Publishing
Release Date : 1994
The Chinese At The Negotiating Table written by Alfred D. Wilhelm and has been published by DIANE Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 1994 with China categories.
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.
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 Commercial Negotiating Style
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Author : Lucian W. Pye
language : en
Publisher: Oelgeschlager
Release Date : 1982
Chinese Commercial Negotiating Style written by Lucian W. Pye and has been published by Oelgeschlager this book supported file pdf, txt, epub, kindle and other format this book has been release on 1982 with Business & Economics categories.
How Negotiations End
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Author : I. William Zartman
language : en
Publisher: Cambridge University Press
Release Date : 2019-04-11
How Negotiations End written by I. William Zartman and has been published by Cambridge University Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-04-11 with Business & Economics categories.
The first full-length work to analyze the closing phase of negotiations, identifying the negotiators' behavior patterns in the endgame.