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Product Description
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The world is just now waking up to the business potential and problems of dealing with a newly aggressive China. The Chinese Negotiator is an authoritative, practical guide for successfully doing business with the Chinese. The authors, with over five decades of East-West negotiating experience between them, cover techniques of all kinds, including successful and failed strategies, how to win the real trust of the Chinese, how to follow customs Chinese understand, how to negotiate a fair deal and how to build a long-term business relationship. In addition, they present a proven method for preparing for negotiations and establishing constructive personal relationships. Every page has wisdom and lessons on dealing with the Chinese on their turf. Many large companies have gone before, and failed. How, then, do Westerners improve their success rate? Fully informed is the only way to approach China, and The Chinese Negotiator provides the tools.
About the Author
Robert M. March is the author of 11 books, including The Japanese Negotiator, and has been consulting and negotiating with the Chinese since the 1980s. In February 2006, he became the first Professor of International Business at Nanjing University, Asia's third-ranked university. Su-Hua Wu is the eldest child of the late Senator Wu Kuai Xin, one of the leading figures in the post-war Taiwan, and has been a Pacific Rim entrepreneur for the past 25 years.
The world is just now waking up to the business potential and problems of dealing with a newly aggressive China. The Chinese Negotiator is an authoritative, practical guide for successfully doing business with the Chinese. The authors, with over five decades of East-West negotiating experience between them, cover techniques of all kinds, including successful and failed strategies, how to win the real trust of the Chinese, how to follow customs Chinese understand, how to negotiate a fair deal and how to build a long-term business relationship. In addition, they present a proven method for preparing for negotiations and establishing constructive personal relationships. Every page has wisdom and lessons on dealing with the Chinese on their turf. Many large companies have gone before, and failed. How, then, do Westerners improve their success rate? Fully informed is the only way to approach China, and The Chinese Negotiator provides the tools.
About the Author
Robert M. March is the author of 11 books, including The Japanese Negotiator, and has been consulting and negotiating with the Chinese since the 1980s. In February 2006, he became the first Professor of International Business at Nanjing University, Asia's third-ranked university. Su-Hua Wu is the eldest child of the late Senator Wu Kuai Xin, one of the leading figures in the post-war Taiwan, and has been a Pacific Rim entrepreneur for the past 25 years.
Inside This Book
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First Sentence
If you are preparing to negotiate with the Chinese and want to do it in a culturally appropriate way, it is helpful to understand first how they negotiate with one another. Read the first page
Front Cover | Copyright | Table of Contents | Excerpt | Back Cover
If you are preparing to negotiate with the Chinese and want to do it in a culturally appropriate way, it is helpful to understand first how they negotiate with one another. Read the first page
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Front Cover | Copyright | Table of Contents | Excerpt | Back Cover
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