Negotiating China : case studies and strategies
著者
書誌事項
Negotiating China : case studies and strategies
Allen & Unwin, 1997
大学図書館所蔵 全3件
  青森
  岩手
  宮城
  秋田
  山形
  福島
  茨城
  栃木
  群馬
  埼玉
  千葉
  東京
  神奈川
  新潟
  富山
  石川
  福井
  山梨
  長野
  岐阜
  静岡
  愛知
  三重
  滋賀
  京都
  大阪
  兵庫
  奈良
  和歌山
  鳥取
  島根
  岡山
  広島
  山口
  徳島
  香川
  愛媛
  高知
  福岡
  佐賀
  長崎
  熊本
  大分
  宮崎
  鹿児島
  沖縄
  韓国
  中国
  タイ
  イギリス
  ドイツ
  スイス
  フランス
  ベルギー
  オランダ
  スウェーデン
  ノルウェー
  アメリカ
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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