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Negociating China. Case Studies And Strategies
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Résumé
The Chinese have a long tradition of negotiation and use their skills deliberately and effectively. Carolyn Blackman draws on intensive case studios and her clear cultural understanding to reveal the tactics, conscious or unconscious, used by the Chinese, to explain why those tactics are used, and to suggest how you might respond to them. If you're dealing with the Chinese, whether in business, travel or even cultural exchange, Negotiating China will put you in a better position to accommodate their concerns and achieve your result.
Sommaire
- THE CHINESE BACKGROUND
- The haggling society
- The world of the Chinese negotiator
- CHINESE-WESTERN NEGOTIATIONS
- Preparing to negotiate in China
- The formal negotiation
- Chinese influence tactics
- EFFECTIVE AND INEFFECTIVE NEGOTIATIONS
- A bridge betwwen east and west : the overseas Chinese
- Coming out of China crying
- Working the network
- Taking control
- Stepping back
- Deonstrating commitment.
Caractéristiques
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Date de parution01/01/1997
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Editeur
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ISBN1-86448-070-X
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EAN9781864480702
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PrésentationBroché
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Nb. de pages205 pages
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Poids0.335 Kg
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Dimensions14,0 cm × 21,5 cm × 1,6 cm
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À propos de l'auteur
Biographie de Carolyn Blackman
Carolyn Blackman has been negotiating with the Chinese since 1967, and is currently Director of the Asian Studios Unit, University of Ballarat, and Vice-President of the Australie-China Chamber of Commerce and Industry.Les clients ont également aimé
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