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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. The research procedure used involved interviews with American businessmen and bankers with extensive experience in the China trade, and--in order to control for American cultural factors--interviews with comparable Japanese bankers and businessmen. What was learned from the experiences of businessmen is to value in government-to-government negotiations, even though there are substantial differences between commercial and diplomatic relationships. At present both Beijing and Washington seek a more cooperative and complementary relationship. (Author).
How precisely do the Chinese negotiate contracts and other agreements? Do they follow conventions similar to those of European negotiators? To the Japanese? Is there a pattern or style to their negotiations? These are the types of issues examined and resolved in Pye's guide. The volume is based on extensive interviews with Americans and Japanese who have had considerable first-hand experience negotiating with the Chinese, and an effort has been made to highlight the areas in which there has been the greatest amount of confusion and misunderstanding for American business people. 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 with Chinese culture will find much to ponder in this book.
This book adds a valuable `Chinese voice' to the current Western-dominated forum on Chinese business negotiating style. The book provides the reader with an in-depth socio-cultural understanding of Chinese negotiating behaviour and tactics in the context of Sino-Western business negotiation. It addresses this fascinating and complex subject by looking systematically at various components of Chinese business culture which range from contemporary Chinese politics to ancient Chinese philosophies and military stratagems.
Provides an understanding about the impact of culture and communication on international business negotiations. This work explores the problems faced by Western managers while doing business abroad and offers guidelines for international business negotiations. It also focuses on an important aspect of international business: negotiations.
The Chinese are known as an inscrutable people in the West. With the rapid globalisation of world business, China, with its booming economy and as one of the world's largest emerging markets, is attracting increasing numbers of international traders and investors. Various sources have shown that language and culture are, among other factors, two of the major obstacles to successful business collaborations between the Chinese and Westerners. This dissertation aims to help remove these obstacles by offering some insights into the intricate mechanisms of business negotiation between the Chinese and the Dutch. While most of the research concerning Chinese-Western communication has used everyday conversation as the subject of study, this research chooses negotiation, the core of international business, as its subject. Micro-level qualitative discourse analyses are used as the main research method in addition to ethnographic methods such as the questionnaire survey and interview. The main data used are simulated as well as real-life video-taped Chinese-Dutch business negotiations. Questionnaire survey and interview data from real-life Chinese and Dutch negotiators are used as support data. The phenomena recurrently cropping up across the negotiations are examined at a turn-to-turn level to pinpoint places where problems arise that prevent the negotiators from reaching mutual understandings and fulfilling negotiation goals. The deep-rooted cultural concepts underlying the linguistic phenomena prove to be the main trouble sources. The results of this research are relevant for both the academic and business world.
Chinese Foreign Policy offers an unprecedented survey of China's foreign relations since 1949. The contributors include leading historians, economists, and political scientists in the field of Chinese studies, as well as noteworthy international relations specialists. The principal purposes of the volume are to assess the variety of sources that give shape to Chinese foreign policy, and to trace four decades of Chinese interaction with the world. Individual chapters include consideration of the historical, perceptual, economic, and political sources of Chinese foreign policy; how the international strategic and technological systems impact on China and vice versa; China's evolving relations with the United States, the former Soviet Union, Europe, Africa, the Middle East, and Asia since the Chinese Communist Party came to power; patterns in China's co-operative and conflictual behaviour; how China negotiates; China's role in the international economy; and the relationship between international relations theory and the study of Chinese foreign policy. Studies of these subjects are retrospective, but they consider various scenarios for the future evolution of China's relations with the world community. Contributors: Wendy Frieman, Steven M. Goldstein, Carol Lee Hamrin, Harry Harding, Lillian Craig Harris, Harold C. Hinton, Samuel S. Kim, Wiliam C. Kirby, Paul H. Kreisberg, Steven I. Levine, Barry Naughton, James N. Rosenau, Madelyn C. Ross, Philip Snow, WilliamT. Tow, Wang Jisi, Allen S. Whiting, Michael B. Yahuda, and the editors.

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