Negotiating with the Chinese
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Negotiating with the Chinese

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Published by Dartmouth Pub. in Aldershot Hants, England, Brookfield, Vt .
Written in English


  • Negotiation.,
  • Negotiation -- Cross-cultural studies.,
  • Chinese -- Psychology.

Book details:

Edition Notes

Includes bibliographical references (p. 187-194) and index.

StatementGoh Bee Chen.
LC ClassificationsBF637.N4 G63 1996
The Physical Object
Paginationvi, 196 p. ;
Number of Pages196
ID Numbers
Open LibraryOL992320M
ISBN 101855218895
LC Control Number96030777

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  The book’s first part, “The Chinese background,” provided an overview of why Chinese have certain negotiating patterns. For example, Chinese culture contains a strong sense of in-group/ out-group relationships, and they are only required to deal ethically with those with they have guanxi, or by: 1. Introduction: Negotiating In The Pacific Century Cross-Cultural Perspectives On Sino-Western Negotiation The Homocentric Chinese The Psychology Of Chinese Negotiation The Art Of War At The Round Table Case Studies In Sino-Western Negotiation. Responsibility: Goh Bee Chen. Examines the process of negotiating with the Chinese, using historical examples and analyses of cases from to the present. The author debunks the myth of legendary Chinese patience, assesses American reaction to negotiating with the Chinese, and analyzes the Chinese approach to negotiations. He reveals the elements of continuity in Chinese behavior that . By contrast, when those negotiating with the Chinese break promises or display anger, frustration, or aggression at the negotiation table, it results in a mutual loss of face.

  Here are some concepts to know and respect for a successful negotiation with Chinese. doing business with Chinese people. One of the crucial elements to know before doing business with Chinese people is the notion of respect for the hierarchy. As soon as you meet someone, you have to know who you are talking to.   This is the first in a four-part series on negotiating with Chinese companies. In this post, part one, I describe common negotiating tactics the China lawyers at my firm often see from Chinese. Cultural Notes on Chinese Business Negotiation 2 Second, China’s contemporary guo qing has greatly affected the way business is conducted between Chinese and foreign firms. For instance, one element of China’s guo qing is lack of economic and social development due to foreign invasions and exploitation in the late 19th and early 20th centuries, and the military and . Chinese negotiation has been described as receiving high impact from mechanisms around face, relationships, cognition, norms, and mores (Graham and Lam ) rather than from process. This kind of.

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