Negotiating China : case studies and strategies
著者
書誌事項
Negotiating China : case studies and strategies
Allen & Unwin, 1997
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注記
Cover title also in Chinese characters
Includes bibliographical references (p. 197-200) and index
内容説明・目次
内容説明
If you've ever spent two months holed up in a Jiangsu hotel waiting to be called for the next round, this is for you. This study draws a realistic portrait of the circumstances, tactics and personality of the Chinese negotiator, and details approaches and strategies which are essential to overcome the bureaucracy and the stone-walling. Based on 17 years of negotiating experience and study of the Chinese, the author sets the Chinese cultural context of and for negotiation - the importance of "face" and being "on the inside". Case studies are analyzed to illustrate the characteristics of success in China - the long-term commitment, reputation, persistence and psychological foothold - and the signs of failure.
目次
PrefaceIntroductionPART I The Chinese background1 The haggling society2 The world of the Chinese negotiatorPART II Chinese-western negotiations3 Preparing to negotiate in China4 The formal negotiation5 Chinese influence tacticsPART III Effective and ineffective negotiations6 A bridge between East and West: the overseas ChineseCase study: We are friendly people ourselves7 Coming out of China cryingCase study: You don't know if they are thick, or just playing at being thick8 Working the networkCase study: I did more business over banquets than I ever did in negotiating rooms9 Taking controlCase study: We kept bringing it back to what was fair10 Stepping backCase study: The more we talked about friendship, the deeper the trouble 11 Demonstrating committmentCase study: Once you're in...ConclusionBibliographyIndex
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