The Chinese negotiator
Author: Wu, Su-Hua ; March, Robert M.Publisher: Kodansha International, 2007.Language: EnglishDescription: 279 p. ; 23 cm.ISBN: 4770030282Type of document: BookBibliography/Index: Includes bibliographical references
| Item type | Current location | Collection | Call number | Status | Date due | Barcode | Item holds |
|---|---|---|---|---|---|---|---|
|
Asia Campus Main Collection |
HD6952 .M37 2007
(Browse shelf) 900249713 |
Available | 900249713 | |||
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|
Europe Campus Main Collection |
HD6952 .M37 2007
(Browse shelf) 001221625 |
Available | 001221625 |
Includes bibliographical references
Digitized
The Chinese negotiator Contents Introduction 9 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 T h e 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 264 Notes 269 Bibliography 271 Acknowledgments 277 A Final Note from the Authors 279
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