The Chinese Negotiator: How to Succeed in the World's Largest Market

By Robert M. March and Su-Hua Wu

America is just now waking up to the business potential and problems of dealing with a newly aggressive China. And with this wake-up call comes an increasing need for an authoritative, easy-to-read, practical guide to doing business with the Chinese. The Chinese Negotiator is just that guide. The authors, with over five decades of East-West negotiating experience between them, cover techniques of all kinds, including successful and failed strategies, how to win the real trust of the Chinese, how to follow customs Chinese understand, how to negotiate a fair deal, and how to build a long-term business relationship. The book offers three unique resources to help the professional business person: 1. Twenty-two real-life case studies 2. The authors' strategy for success: SNP, the Strategic Negotiation Process 3. A thorough explanation of thirty-six traditional strategies used by the Chinese-and how to combat them The authors write, "You will be facing the most strategically minded people in the world. You need a strategic mind, determination, composure, and your own team of like-minded warriors to make the journey with you."

• Format: Hardcover
• Language: English
• ISBN: 4770030282
• ISBN13: 9784770030283
• Release Date: December 2006
• Publisher: Kodansha International
• Length: 279 Pages
• Weight: 1.35 lbs.
• Dimensions: 6.3" x 1.0" x 9.0"