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Chinese business negotiating style by Tony Fang

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Published by Sage Publications in Thousand Oaks .
Written in English



  • China.


  • Negotiation in business -- China.,
  • Corporate culture -- China.,
  • National characteristics, Chinese.,
  • Business etiquette -- China.

Book details:

Edition Notes

Includes bibliographical references (p. 307-326) and index.

StatementTony Fang.
SeriesInternational business series, International business series (Thousand Oaks, Calif.)
LC ClassificationsHD58.6 .F36 1999
The Physical Object
Paginationxx, 339 p. :
Number of Pages339
ID Numbers
Open LibraryOL378074M
ISBN 100761915753, 0761915761
LC Control Number98040121

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Chinese Negotiating Style: Commercial Approaches and Cultural Principles had been referenced in several other excellent books I read while researching for an ebook I co-authored, Know China Business: The Insider's Guide to Doing Business Successfully in China. Lucian Pye's book was identified as a classic, based on significant research that would illuminate many aspects of Chinese Cited by: A careful reading of his book should reduce surprises and improve the performances of all who seek to deal with the Chinese.ö ùLucian W. Pye, Massachusetts Institute of Technology, Cambridge. This book offers practical advice on negotiating and doing business effectively within the People's Republic of China. Chinese Business Negotiating Style presents fresh approaches, coherent frameworks, and 40 reader-friendly cases that will be particularly interesting to students, academics, and professionals in management, international business, communication, international marketing, . A careful reading of his book should reduce surprises and improve the performances of all who seek to deal with the Chinese.ö ùLucian W. Pye, Massachusetts Institute of Technology, Cambridge, Massachusetts Chinese Business Negotiating Style adds a valuable "Chinese voice" to the current Western-dominated forum on Chinese business negotiating style. This book provides the reader with an in-depth sociocultural understanding of Chinese negotiating .

Book Reviews: Chinese Business Negotiating Style. By Tony Fang. International Business Series. Thousand Oaks, CA: Sage, pages. Communicating Effectively with the Chinese. By Ge Gao and Stella Ting-Toomey. Communicating Effectively in Multi cultural Contexts, Vol 5. Thousand Oaks, CA: Sage, pages. Chinese Commercial Negotiating Style Author: Lucian Pye Subject: This study analyzes Chinese commercial negotiating practices for two reasons. The first is to minimize future misunderstandings in such activities, and the second is to provide guidance for government-to-government negotiations. Created Date: 11/29/ AM.   Nothing to fear, here’s a quick guide to the Chinese negotiation style. The below information will be sure to give you the proper insight on how the game is played. The Art Of Negotiation.   Here are some concepts to know and respect for a successful negotiation with Chinese. doing business with Chinese people. One of the crucial elements to know before doing business with Chinese people is the notion of respect for the hierarchy. As soon as you meet someone, you have to know who you are talking to.

Abstract and Figures Purpose - To examine the nature of Chinese business negotiating style in Sino-Western business negotiations in business-to-business markets involving large industrial projects. This book provides the reader with a socio-cultural understanding of Chinese negotiating behaviours and tactics in Sino-Western business negotiation context. It addresses this subject by looking at various components of Chinese business culture which range from contemporary Chinese politics to ancient Chinese philosophies and military stratagems.   This is the first in a four-part series on negotiating with Chinese companies. In this post, part one, I describe common negotiating tactics the China lawyers at my firm often see from Chinese.   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 /5.