Overview

The Chinese have a long tradition of negotiation and use their skills deliberately and effectively. Carolyn Blackman draws on intensive case studies and her clear cultural understanding to reveal the tactics, conscious or unconscious, used by the Chinese, to explain why those tactics are used, and to suggest how you might respond to them. If your're dealing with the Chinese, whether in business, travel or even cultural exchange, Negotiating China will put you in a better position to accomodate their concerns and achieve your result. What a wonderful read this is! Carolyn Blackman certainly knows the China scene.This is going to be a very valuable work. Lucian W Pye, Mit, Author Of Chinese Commercial Negotiating Style .a map, a compass, a signposted path, in accessible, anecdotal and research-backed prose. Stephen Fitzgerald, Chairman, Asia-Australia Institute .a thorough and diagnostic overview of negotiation in an intriguing theatre. Roland Williams, Chairman And Ceo, Shell Australia . lots of insightful observations and good advice for any new negotiator. For the old hand, I guarantee it will bring back some fond memories. Darren Oh, Vice President East Asia, Pepsi-Cola International .a deeply informative primer for dealing with China and the Chinese, rich in anecdotes and revealing in its preceptions. Tony Walker, China Correspondent, Financial Times .an essential read for anyone thinking of doing business in China.practical, instructive and above all entertaining. Don't even think of leaving home without it. Bill O'Shea, President, Australia-China Chamber Of Commerce And Industry

Full Product Details

Author:   Carolyn Blackman
Publisher:   Allen & Unwin
Imprint:   Allen & Unwin
Dimensions:   Width: 14.00cm , Height: 1.60cm , Length: 21.50cm
Weight:   0.360kg
ISBN:  

9781864480702

ISBN 10:   186448070
Pages:   224
Publication Date:   01 February 1997
Audience:   Professional and scholarly ,  College/higher education ,  General/trade ,  Professional & Vocational ,  Tertiary & Higher Education
Format:   Paperback
Publisher's Status:   Out of Print
Availability:   Awaiting stock  

Table of Contents

Preface Introduction PART I The Chinese background 1 The haggling society 2 The world of the Chinese negotiator PART II Chinese-western negotiations 3 Preparing to negotiate in China 4 The formal negotiation 5 Chinese influence tactics PART III Effective and ineffective negotiations 6 A bridge between East and West: the overseas Chinese Case study: We are friendly people ourselves 7 Coming out of China crying Case study: You don't know if they are thick, or just playing at being thick 8 Working the network Case study: I did more business over banquets than I ever did in negotiating rooms 9 Taking control Case study: We kept bringing it back to what was fair 10 Stepping back Case study: The more we talked about friendship, the deeper the trouble 11 Demonstrating committment Case study: Once

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Author Information

Carolyn Blackman has been negotiating in China since 1967, and is currently the Director of both the Asian Studies Unit and the Centre for International Business, at the University of Ballarat and was an Executive Member of the Australia-China Chamber of Commerce and Industry for ten years. She conducts frequent seminars and media sessions on effective negotiations with the Chinese.

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