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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
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Asia Campus
Main Collection
Print HD6952 .M37 2007
(Browse shelf)
Available 900249713
Book Europe Campus
Main Collection
Print HD6952 .M37 2007
(Browse shelf)
Available 001221625
Total holds: 0

Includes bibliographical references


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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