MARC record from Internet Archive

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003 OCoLC
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008 070104s2007 ja b 000 0 eng
010 $a 2006103428
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043 $aa-cc---
050 00 $aHD58.6$b.M364 2007
082 00 $a658.4/0520951$222
100 1 $aMarch, Robert M.
245 14 $aThe Chinese negotiator :$bhow to succeed in the world's largest market /$cRobert M. March, Su-hwa Wu.
250 $a1st ed.
260 $aTokyo ;$aNew York :$bKodansha International,$c2007.
300 $a279 pages ;$c23 cm
336 $atext$btxt$2rdacontent
337 $aunmediated$bn$2rdamedia
338 $avolume$bnc$2rdacarrier
504 $aIncludes bibliographical references (pages 271-276).
505 0 $aIntroduction -- How the Chinese negotiate -- Chinese and foreign businesspeople: mutual views -- Well-managed negotiations: the individual approach -- Well-managed negotiations: the team approach -- Long-term negotiations -- Bargaining over price -- The central role of Guanxi -- The thirty-six stratagems -- Building trust and relationships -- Coaching negotiators in strategic skills -- The twelve-step process for planning negotiations -- The strategic negotiation process -- The calm despite the storm -- Building strategic friendships: a few last pointers -- Zeroing in on success -- Appendix; managing translators and interpreters -- Notes -- Bibliography -- Acknowledgments -- A final note from the authors.
520 1 $a"Based on the authors' accumulated experience of fifty years, The Chinese Negotiator is packed with useful information on preparing for and undertaking negotiations in China. The book's central suite of skills and techniques has been applied in trainings and actual negotiations all over the world since 1985. Every page has wisdom and lessons that invite thought, practice, and rehearsal before you begin to deal with the Chinese on their turf. It is must reading for everyone in private industry or government involved directly or indirectly with the Chinese."--Jacket.
650 0 $aNegotiation in business$zChina.
650 0 $aNational characteristics, Chinese.
650 7 $aNational characteristics, Chinese.$2fast$0(OCoLC)fst01033393
650 7 $aNegotiation in business.$2fast$0(OCoLC)fst01035573
651 7 $aChina.$2fast$0(OCoLC)fst01206073
650 7 $aVerhandlungstechnik$2gnd
650 7 $aWirtschaftspsychologie$2gnd
650 7 $aVerhandlungsführung$2gnd
650 7 $aKulturkontakt$2gnd
650 7 $aAuslandsgeschäft$2gnd
651 7 $aChina$2gnd
650 7 $aNégociations (affaires)$2ram
650 7 $aCaractère national chinois.$2ram
700 1 $aWu, Su-hwa,$d1949-
856 41 $3Table of contents$uhttp://catdir.loc.gov/catdir/toc/ecip078/2006103428.html
938 $aBaker & Taylor$bBKTY$c24.95$d18.71$i4770030282$n0006836548$sactive
938 $aBaker and Taylor$bBTCP$n2006103428
938 $aYBP Library Services$bYANK$n2427508
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948 $hHELD BY P4A - 164 OTHER HOLDINGS