Doing Business in China: The Sun Tzu Way [NOOK Book]

Overview


"Strike hard, retreat, seize a position, reject compromise, and strike again." —These are common negotiating tactics in a country with a long history of strategic philosophy.

Negotiating a deal in China requires patience—a well–known Confucian virtue; persistence—something which comes with time; and survival instincts—something that comes with persistence. For both the uninitiated, negotiations in China may come as a culture shock, laced with...
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Doing Business in China: The Sun Tzu Way

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Overview


"Strike hard, retreat, seize a position, reject compromise, and strike again." —These are common negotiating tactics in a country with a long history of strategic philosophy.

Negotiating a deal in China requires patience—a well–known Confucian virtue; persistence—something which comes with time; and survival instincts—something that comes with persistence. For both the uninitiated, negotiations in China may come as a culture shock, laced with frustration. For the experience China trade negotiator, it is a never–ending learning process. For both parties, the secret to negotiating in China may well lie in the knowledge of the military ploys described in China's ancient classics.

Drawing from the lessons of China's ancient military classic, Sun Tzu's The Art of War, Laurence J. Brahm applies these strategies to the foibles and successes of foreign and Chinese negotiators in China struggling to bridge cultural gaps in the process of closing deals. This revealing and humorous book offers a collection of real-life "war stories" and untold truths about hard knocks at the negotiating table. It is essential reading for business executives planning their business strategies for entering the Chinese market, and for mastering the art of negotiating.
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Product Details

  • ISBN-13: 9781462900442
  • Publisher: Tuttle Publishing
  • Publication date: 7/26/2011
  • Sold by: Barnes & Noble
  • Format: eBook
  • Pages: 160
  • File size: 2 MB

Meet the Author

Laurence J. Brahm is a political economist and lawyer who has spent his entire career involved with China, specializing in structuring and negotiating investments on behalf of multinationals. He lives in Beijing. He is the author of When Yes Means No! (or Yes or Maybe).

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Table of Contents

Introduction: A Day in the Life of a Negotiator
Part I: Sun Tzuæs Art of Negotiating
Getting Started
The Strategical Attack
Opening Negoiations
Solving Disputes
The Final Stages
Part II: Preparations for Negotiations
Finding a Consultant
Bringing along Your Lawyer
Losing Your Accountant
Enter the CEO
Part III: Sun Tzuæs Art of War
Chapters 1û13
Appendices
Glossary

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