How To Negotiate With Chinese Managers
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| Author | : Claudia Dreizler |
| Publisher | : GRIN Verlag |
| Total Pages | : 12 |
| Release | : 2002-08-23 |
| Genre | : Business & Economics |
| ISBN | : 3638139174 |
Seminar paper from the year 2002 in the subject Business economics - Business Management, Corporate Governance, grade: 2,0 (B), Furtwangen University (Institute for Economics), course: Managing Cultural Differences, language: English, abstract: Good negotiation skills are very important when doing business with people from other cultures. People from different cultures have different expectations about negotiation outcomes and therefore use different negotiation styles. If you compare negotiation styles in Germany and China you will discover many differences. Most of these differences are due to the very different cultures of Germany on the one side and China on the other side. This paper analyzes possible steps in a negotiation between Germans and Chinese. It also gives some guidelines on how to avoid possible conflicts during such negotiations.
| Author | : Claudia Dreizler |
| Publisher | : GRIN Verlag |
| Total Pages | : 30 |
| Release | : 2008-05 |
| Genre | : Business & Economics |
| ISBN | : 3638940330 |
Seminar paper from the year 2002 in the subject Business economics - Business Management, Corporate Governance, grade: 2,0 (B), Furtwangen University (Institute for Economics), course: Managing Cultural Differences, 9 entries in the bibliography, language: English, abstract: Good negotiation skills are very important when doing business with people from other cultures. People from different cultures have different expectations about negotiation outcomes and therefore use different negotiation styles. If you compare negotiation styles in Germany and China you will discover many differences. Most of these differences are due to the very different cultures of Germany on the one side and China on the other side. This paper analyzes possible steps in a negotiation between Germans and Chinese. It also gives some guidelines on how to avoid possible conflicts during such negotiations.
| Author | : Lothar Katz |
| Publisher | : Booksurge Publishing |
| Total Pages | : 478 |
| Release | : 2006 |
| Genre | : Business and politics |
| ISBN | : |
Pt. 1. International negotiations. -- Pt. 2. Negotiation techniques used around the world. -- Pt. 3. Negotiate right in any of 50 countries.
| Author | : Henry K. H. Wang |
| Publisher | : Routledge |
| Total Pages | : 271 |
| Release | : 2017-11-22 |
| Genre | : Business & Economics |
| ISBN | : 1315467070 |
Business Negotiations in China provides a holistic overview of the institutional, organisational and cultural issues that underpin successful business negotiations in China. Good negotiation strategies and management are essential for establishing successful business deals and new ventures in China. The author addresses the current key issues and risks, high level business management, planning, innovative approaches and modern negotiation strategies. The text opens with a review of the evolution of key negotiation models that have been use in China right up to the most current. This is followed by an analysis of the various negotiation frameworks and processes being undertaken in China; their similarities and differences with other global negotiation processes. Alongside the negotiation itself, the author provides advice on: selection of the negotiation team and the various strategic roles within it; the detailed preparations and analysis required prior to starting negotiations in China; effective management strategies for each of the various stages of negotiation to achieve successful, sustainable outcomes. Business Negotiations in China is supported by examples and analysis drawn from actual high level business negotiations by leading international companies with China State Owned Enterprises. It also explores the fierce competition between multinationals and China state-owned companies and their respective different negotiation strategies. This book is an important, indispensable insider’s guide to the strategy and practice of negotiating in China and is relevant to professionals, academics, researchers and students alike.
| Author | : Tony Fang |
| Publisher | : SAGE |
| Total Pages | : 364 |
| Release | : 1999 |
| Genre | : Business & Economics |
| ISBN | : 9780761915768 |
Provides the reader with an in-depth sociocultural understanding of Chinese negotiating behaviours and tactics in Sino-Western business negotiation context. It presents fresh approaches, coherent frameworks, and 40 reader-friendly cases.
| Author | : Richard H. Solomon |
| Publisher | : US Institute of Peace Press |
| Total Pages | : 228 |
| Release | : 1999 |
| Genre | : Language Arts & Disciplines |
| ISBN | : 9781878379863 |
After two decades of hostile confrontation, China and the United States initiated negotiations in the early 1970s to normalize relations. Senior officials of the Nixon, Ford, Carter, and Reagan administrations had little experience dealing with the Chinese, but they soon learned that their counterparts from the People's Republic were skilled negotiators. This study of Chinese negotiating behavior explores the ways senior officials of the PRC--Mao Zedong, Zhou Enlai, Deng Xiaoping, and others--managed these high-level political negotiations with their new American "old friends." It follows the negotiating process step by step, and concludes with guidelines for dealing with Chinese officials. Originally written for the RAND Corporation, this study was classified because it drew on the official negotiating record. It was subsequently declassified, and RAND published the study in 1995. For this edition, Solomon has added a new introduction, and Chas Freeman has written an interpretive essay describing the ways in which Chinese negotiating behavior has, and has not, changed since the original study. The bibiliography has been updated as well.
| Author | : Paul Midler |
| Publisher | : John Wiley & Sons |
| Total Pages | : 278 |
| Release | : 2010-12-03 |
| Genre | : Business & Economics |
| ISBN | : 1118004205 |
An insider reveals what can—and does—go wrong when companies shift production to China In this entertaining behind-the-scenes account, Paul Midler tells us all that is wrong with our effort to shift manufacturing to China. Now updated and expanded, Poorly Made in China reveals industry secrets, including the dangerous practice of quality fade—the deliberate and secret habit of Chinese manufacturers to widen profit margins through the reduction of quality inputs. U.S. importers don’t stand a chance, Midler explains, against savvy Chinese suppliers who feel they have little to lose by placing consumer safety at risk for the sake of greater profit. This is a lively and impassioned personal account, a collection of true stories, told by an American who has worked in the country for close to two decades. Poorly Made in China touches on a number of issues that affect us all.
| Author | : F. Sieren |
| Publisher | : Springer |
| Total Pages | : 432 |
| Release | : 2016-01-08 |
| Genre | : Business & Economics |
| ISBN | : 0230599729 |
With China's accession to the WTO in Spring 2002 it is essential that Western investors and business people get an effective 'tool kit' which enables them to succeed in the highly competitive Chinese market and to deal with the issues and changes that the WTO will bring. As a guide for western investors this book gives the answer to the 100 most crucial questions on operating or restructuring business in China. The question and answer format allows the reader to rapidly select information for a specific situation.
| Author | : Jeanne M. Brett |
| Publisher | : John Wiley & Sons |
| Total Pages | : 326 |
| Release | : 2014-03-11 |
| Genre | : Business & Economics |
| ISBN | : 1118611586 |
A framework for anticipating and managing cultural differences at the negotiating table In today's global environment, negotiators who understand cultural differences and negotiation fundamentals have a decided advantage at the bargaining table. This thoroughly revised and updated edition of Negotiating Globally explains how culture affects negotiators' assumptions about when and how to negotiate, their interests and priorities, and their strategies. It explains how confrontation, motivation, influence, and information strategies shift due to culture. It provides strategic advice for negotiators whose deals, disputes, and decisions cross cultural boundaries, and shows how to anticipate cultural differences and then manage them when they appear at the negotiating table. It challenges negotiators to expand their repertoire of strategies, so that they are prepared to negotiate deals, resolve disputes, and make decisions regardless of the culture in which they find themselves. Includes a review of the various contexts and building blocks of negotiation strategy Explains how and why negotiation may be practiced differently in different cultures and how to modify strategy when confronted with different cultural approaches Explores the three primary cultural prototypes negotiators should understand Negotiating Globally is ideal for those relatively new to negotiation, particularly in the global arena, and offers an overview of the various contexts and tactics of negotiation strategy. Written by an award-winning negotiation expert, this book provides an ideal framework for any and all global negotiations.
| Author | : Laurence J. Brahm |
| Publisher | : Routledge |
| Total Pages | : 128 |
| Release | : 1995 |
| Genre | : Business & Economics |
| ISBN | : |
'Negotiating in China' is written for those who have little negotiating experience in China as well as for those who have been negotiating in China for some time and may be suffering from an overdose. In either case, the reader should be able to relate to the thirty six sayings which capsulise thirty six stories of strategic prowell from ancient Chinese history.
