Working With Chinese Expatriates In Business Negotiations

Working With Chinese Expatriates In Business Negotiations

by Maria Lai-Ling Lam
     
 

ISBN-10: 1567203272

ISBN-13: 9781567203271

Pub. Date: 07/30/2000

Publisher: ABC-CLIO, Incorporated

This is a study of Chinese expatriates who are working for American clients that seek joint ventures and other business relationships with mainland Chinese business and governmental organizations. The main focus of the study is how these Chinese middlemen and women work to create harmonious business relationships between members of the two very different cultures.

Overview

This is a study of Chinese expatriates who are working for American clients that seek joint ventures and other business relationships with mainland Chinese business and governmental organizations. The main focus of the study is how these Chinese middlemen and women work to create harmonious business relationships between members of the two very different cultures. The data and the interpretations will be of keen interest to any American business seeking to conduct joint ventures and other forms of commerce in China. The research will also be of interest to any Chinese organization seeking to work more effectively with Americans.

Dr. Lam explains the problems of U.S. and Chinese negotiators—as perceived by Chinese expatriate middlemen—thus bringing a new depth of understanding. The study shows how Chinese expatriates, acting as middlemen, attempt to establish trust and bridge the cultural differences between U.S. and Chinese negotiators in the pre-negotiation stage as preparation for formal negotiations of joint ventures and cooperative projects. Different types of Chinese expatriates are highlighted and this classification illustrates how each type will act in negotiations and what might hinder them from doing what American clients want or need. A representative of each type is described in detail at the end of each chapter. Finally, Dr. Lam provides training strategies to Chinese expatriates and American negotiators.

Product Details

ISBN-13:
9781567203271
Publisher:
ABC-CLIO, Incorporated
Publication date:
07/30/2000
Pages:
206
Product dimensions:
6.00(w) x 9.00(h) x 0.63(d)
Lexile:
1280L (what's this?)

Table of Contents

Preface

Introduction

General Portraits of Chinese Expatriates

Type I Interviewees

Type II Interviewees

Type III Interviewees

Type IV Interviewees

Type V Interviewees

Conclusions

Appendices

Bibliography

Index

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