The Chinese negotiator
Subtitle: how to succeed in the world's largest market
By: Robert M. March, Su-hwa Wu.
Contributors: Wu, Su-hwa, 1949-
Edition: 1st ed.
Publisher: Kodansha International
Published: 2007
Place of publication: Tokyo; New York
Language: eng
ISBN-13: 9784770030283
Subjects: Negotiation in business -- China.; National characteristics, Chinese.
Notes: Includes bibliographical references.
Table of contents: title: Introduction; title: How the Chinese negotiate; title: Chinese and foreign businesspeople: mutual views; title: Well-managed negotiations: the individual approach; title: Well-managed negotiations: the team approach; title: Long-term negotiations; title: Bargaining over price; title: The central role of Guanxi; title: The thirty-six stratagems; title: Building trust and relationships; title: Coaching negotiators in strategic skills; title: The twelve-step process for planning negotiations; title: The strategic negotiation process; title: The calm despite the storm; title: Building strategic friendships: a few last pointers; title: Zeroing in on success; title: Appendix; managing translators and interpreters; title: Notes; title: Bibliography; title: Acknowledgments; title: A final note from the authors.