Chinese Negotiating Style: Commercial Approaches and Cultural Principles

by Lucian W. Pye

Book Overview

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...

• Format: Hardcover
• Language: English
• ISBN: 0899307248
• ISBN13: 9780899307244
• Release Date: February 1992
• Publisher: Praeger
• Length: 138 Pages
• Weight: 0.75 lbs.
• Dimensions: 0.6" x 6.4" x 9.4"