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Negotiating China Carolyn Blackman

Negotiating China von Carolyn Blackman

Negotiating China Carolyn Blackman

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Zusammenfassung

A guide to the skills and cultural context of negotiating business with the Chinese drawing on extended case studies and demonstrating the techniques the Chinese will use, why they use them and how to counter them to achieve your objectives.

Negotiating China Zusammenfassung

Negotiating China: Case Studies and Strategies Carolyn Blackman

If you've ever spent two months holed up in a Jiangsu hotel waiting to be called for the next round, this is for you. This study draws a realistic portrait of the circumstances, tactics and personality of the Chinese negotiator, and details approaches and strategies which are essential to overcome the bureaucracy and the stone-walling. Based on 17 years of negotiating experience and study of the Chinese, the author sets the Chinese cultural context of and for negotiation - the importance of "face" and being "on the inside". Case studies are analyzed to illustrate the characteristics of success in China - the long-term commitment, reputation, persistence and psychological foothold - and the signs of failure.

Über Carolyn Blackman

Carolyn Blackman has been negotiating in China since 1967, and is currently the Director of both the Asian Studies Unit and the Centre for International Business, at the University of Ballarat and was an Executive Member of the Australia-China Chamber of Commerce and Industry for ten years. She conducts frequent seminars and media sessions on effective negotiations with the Chinese.

Inhaltsverzeichnis

PrefaceIntroductionPART I The Chinese background1 The haggling society2 The world of the Chinese negotiatorPART II Chinese-western negotiations3 Preparing to negotiate in China4 The formal negotiation5 Chinese influence tacticsPART III Effective and ineffective negotiations6 A bridge between East and West: the overseas ChineseCase study: We are friendly people ourselves7 Coming out of China cryingCase study: You don't know if they are thick, or just playing at being thick8 Working the networkCase study: I did more business over banquets than I ever did in negotiating rooms9 Taking controlCase study: We kept bringing it back to what was fair10 Stepping backCase study: The more we talked about friendship, the deeper the trouble 11 Demonstrating committmentCase study: Once you're in...ConclusionBibliographyIndex

Zusätzliche Informationen

GOR003205989
9781864480702
186448070X
Negotiating China: Case Studies and Strategies Carolyn Blackman
Carolyn Blackman
Gebraucht - Sehr Gut
Broschiert
Allen & Unwin
1997-02-01
224
N/A
Die Abbildung des Buches dient nur Illustrationszwecken, die tatsächliche Bindung, das Cover und die Auflage können sich davon unterscheiden.
Dies ist ein gebrauchtes Buch. Es wurde schon einmal gelesen und weist von der früheren Nutzung Gebrauchsspuren auf. Wir gehen davon aus, dass es im Großen und Ganzen in einem sehr guten Zustand ist. Sollten Sie jedoch nicht vollständig zufrieden sein, setzen Sie sich bitte mit uns in Verbindung.