Negotiating China: Case Studies and Strategies
The Chinese have a long tradition of negotiation and use their skills deliberately and effectively. In Negotiating China: Case Studies And Strategies, Carolyn Blackman draws on intensive case studies and her clear cultural understanding to reveal the tactics (conscious or unconscious) used by the Chinese, to explain why those tactics are used, and to suggest how an American might respond to them successfully. Any American business negotiator dealing with the Chine (whether business, government travel or cultural exchange), Negotiating China will put him or her into a better position to accommodate the concerns of the chinese and achieve desired results.  --Midwest Book Review