Chinese Negotiating Style: Commercial Approaches And Cultural Principles; Author: Pye, Lucian W.; Hardback; Book

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Chinese Negotiating Style: Commercial Approaches And Cultural Principles

Author: Pye, Lucian W.
Hardback; Book
136 pages
Published: April 1992
Quorum Books
ISBN: 0899307248

How precisely do the Chinese negotiate contracts and other agreements? Do they follow conventions similar to those of Europeans or the Japanese? Is there a pattern or style to their negotiations? These are the types of issues examined and resolved in Pye's guide.This volume examines conventions to be observed when undertaking negotiations with the Chinese and is based on interviews with Americans and Japanese who have had first-hand experience of such business meetings. Cultural considerations and troubleshooting techniques are emphasized.

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