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Chinese Negotiating Style : Commercial Approaches and Cultural Principles by Lucian Pye (1992, Hardcover)
Better World Books West (390440)
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About this product
Product Identifiers
PublisherBloomsbury Publishing USA
ISBN-100899307248
ISBN-139780899307244
eBay Product ID (ePID)257257
Product Key Features
Number of Pages138 Pages
LanguageEnglish
Publication NameChinese Negotiating Style : Commercial Approaches and Cultural Principles
Publication Year1992
SubjectGeneral, International / General, Asia / China, Negotiating
TypeTextbook
AuthorLucian Pye
Subject AreaBusiness & Economics, History
FormatHardcover
Dimensions
Item Height0.4 in
Item Weight13.3 Oz
Item Length9.2 in
Item Width6.1 in
Additional Product Features
Intended AudienceCollege Audience
LCCN91-032748
Dewey Edition20
Number of Volumes1 vol.
Dewey Decimal302.30951
Table Of ContentPreface Summary The Sources of Difficulties The Ambience of Negotiations The Opening Moves The Substantive Negotiating Session The Emotional Basis for the Chinese Negotiating Style Some Negotiating Principles Index
SynopsisHow precisely do the Chinese negotiate contracts and other agreements? Do they follow conventions similar to those of European negotiators? To the Japanese? Is there a pattern or style to their negotiations? These are the types of issues examined and resolved in Pye's guide. The volume is based on extensive interviews with Americans and Japanese who have had considerable first-hand experience negotiating with the Chinese, and an effort has been made to highlight the areas in which there has been the greatest amount of confusion and misunderstanding for American business people. Pye examines each step in the traditionally long negotiating process, from the first contacts to the responses after agreements have been reached. With an emphasis on cultural considerations and troubleshooting techniques, Pye gives solid, practical advice for business firms and individual negotiators. While the emphasis is on practical business negotiations, anyone concerned with Chinese culture will find much to ponder in this book.
LC Classification NumberHD58
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