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,... This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 4770030282
• ISBN13: 9784770030283
• Release Date: December 2006
• Publisher: Kodansha
• Length: 279 Pages
• Weight: 1.35 lbs.
• Dimensions: 0.9" x 6.3" x 9.1"

Customer Reviews

this is what makes negotiation professional - step by step, comprehensively illustrated, guidance fo

The Chinese Negotiator is the culmination of high quality experience as a China/Japan Negotiation trainer, coach, consultant and professor since 1978.I am Bob March, the senior author of "The Chinese Negotiator" (TCN). TCN represents both my China-specific professional experience (1990 to the present), as well as my professional training and coaching experience from 1978 in Japan (as an international business negotiation professor at Aoyama Gakuin University, and as the international business seminar leader at Japan Management Association, training both Japanese and Western managers, 1985 - 1992) as well as China negotiation counsel to Western companies, 1990 to present; online teaching, MBA Program, University of New England. 2000 - 2003, Professional Negotiation Training - China and Japan; MBA Program, Nanjing University, 2006 - 2008). I calculate I have trained six hundred Chinese, Japanese, and Western managers to be more professional international negotiators, and have been involved in many of the twenty odd negotiation cases included in TCN. As many Chinese managers in my training courses have said, once they become involved, "there is no other way to learn professional negotiation". You will never be a professional negotiator if you have not had a mentor who gives you clear, honest feedback, and effective coaching guidance. TCN reflects this long experience as a trainer, coach and consultant. You will get most out of TCN if you follow my instructions about how to prepare for negotiation with the Chinese (also works for the Japanese and other East Asian teams)and allow yourself or your corporate team to let themslves be trained, by following the instructions, especially chapters 10,11,12,13. The "best students", smart managers who are able to apply the steps of preparation and strategy in successive negotations, make the best negotiators. If you are not "trainable", cannot follow instructions, you must get someone else to lead your team. Not everyone makes a satisfactory team leader, and all success starts with who is your team leader. A team of hotshot specialists who can also follow instructions is what the team leader needs. See also my "The Japanese Negotiator", in paperback. I presently live and work in Hangzhou City, China.

Prescribed reading and enjoyable stories

With a small library of negotiation books, there are certain features that for me make a book both an enjoyable and a worthwhile read. Dr Bob March's book The Chinese Negotiator was both enjoyable and highly worthwhile, and is now on the prescribed reading list for Asian consultants of The Negotiation Experts'. So what makes a negotiation book a worthwhile purchase? 1. Stories, lots of real life interesting business negotiation stories. The more the better. Better yet if the stories are followed with some analysis and advice to maximise learnings. Stories are the hooks upon which we can hang our lessons, so that remembering becomes easy, and reading enjoyable. 2. Processes and frameworks to follow - there are regrettably too many disjointed lists of advice from most other books. 3. Researched understanding of the subject matter, and mature advice that can be trusted. 4. A step above the 'me too' books out there - e.g. loved the Team Negotiation Preparation coverage. 5. Strategems that can be used in your very next deal to either save you from losses, or create value. Enjoyable bedtime reading for sure.

The Chinese Negotiator

Very helpful, especially the listing of the 36 Stratagems; I would recommend this book to anyone wanting to do business in China.