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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.
Addresses the state of Chinese communication studies, including its achievements, problems, challenges, and potential for advancement in a globalized 21st century.
Explains how Chinese expatriates work to create harmonious business relationships between members of two very different cultures in Chinese-U.S. joint ventures and other forms of commerce.
International Business Negotiation: Principles and Practice is an essential guide to the subject. Blending theory and practice, it translates relevant theories and research into practical and realistic guidelines for improving negotiation practice and achieving good outcomes in a wide range of international and cross-cultural contexts. Filled with examples and cases drawn from real life negotiations and drawing on the author's experience of negotiating and implementing consultancy assignments in countries around the world, this is a highly readable and practical guide that will equip students with the knowledge and skills needed for effective participation in international business negotiation. Key benefits • Translates negotiation theory and research into practical guidelines for negotiators • Covers all the main kinds of international business negotiation • Key points are illustrated with numerous examples and cases drawn from real-life negotiations. • Each chapter includes questions for discussion and written assignments

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