The Chinese negotiator : how to succeed in the world's largest market / Robert M. March, Su-hwa Wu.
By: March, Robert M.
Contributor(s): Wu, Su-hwa.
Material type: TextPublisher: Tokyo ; New York : Kodansha International, 2007Edition: 1st ed.Bibliography: Includes bibliographical references.Description: 279p. cm.ISBN: 9784770030283; 4770030282.Subject(s): Negotiation in business -- China | National characteristics, ChineseDDC classification: 658.4/0520951Item type | Current library | Collection | Call number | Status | Date due | Barcode | |
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Two Weeks | Davenport Library Circulating Collection | Print-Circulating | 658.40520951 M331 (Browse shelf(Opens below)) | Available | 34284003341385 |
Includes bibliographical references.
Introduction -- How the Chinese negotiate -- Chinese and foreign businesspeople: mutual views -- Well-managed negotiations: the individual approach -- Well-managed negotiations: the team approach -- Long-term negotiations -- Bargaining over price -- The central role of Guanxi -- The thirty-six stratagems -- Building trust and relationships -- Coaching negotiators in strategic skills -- The twelve-step process for planning negotiations -- The strategic negotiation process -- The calm despite the storm -- Building strategic friendships: a few last pointers -- Zeroing in on success -- Appendix; managing translators and interpreters -- Notes -- Bibliography -- Acknowledgments -- A final note from the authors.
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