Negotiating China : case studies and strategies / Carolyn Blackman.
Publication details: St. Leonards, NSW, Australia : Allen & Unwin, c1997.Description: xviii, 205 pages ; 22 cmContent type:- text
- unmediated
- volume
- 186448070X
- Tsai Chung-kuo tʻan pʻan [Cover title]
| Item type | Current library | Shelving location | Call number | Status | Barcode | |
|---|---|---|---|---|---|---|
Books
|
BSOP Library | Special Collections English | HD58.6 B56 1997 (Browse shelf(Opens below)) | Available | 00062954 |
Cover title also in Chinese characters.
From the library of Dr. Gottfried Oosterwaal.
Includes bibliographical references (pages 197-200) and index.
PART I : THE CHINESE BACKGROUND. The haggling society ; The world of the Chinese negotiator -- PART II : CHINESE-WESTERN NEGOTIATIONS. Preparing to negotiate in China ; The formal negotiation ; Chinese influence tactics -- PART III : EFFECTIVE AND INEFFECTIVE NEGOTIATIONS. A bridge between east and west : the overseas Chinese ; Coming out of China crying ; Working the network ; Taking control ; Stepping back ; Demonstrating commitment.
