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Author: Richard H. Solomon
Publisher: US Institute of Peace Press
ISBN: 9781878379863
Category : Language Arts & Disciplines
Languages : en
Pages : 228
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Book Description
After two decades of hostile confrontation, China and the United States initiated negotiations in the early 1970s to normalize relations. Senior officials of the Nixon, Ford, Carter, and Reagan administrations had little experience dealing with the Chinese, but they soon learned that their counterparts from the People's Republic were skilled negotiators. This study of Chinese negotiating behavior explores the ways senior officials of the PRC--Mao Zedong, Zhou Enlai, Deng Xiaoping, and others--managed these high-level political negotiations with their new American "old friends." It follows the negotiating process step by step, and concludes with guidelines for dealing with Chinese officials. Originally written for the RAND Corporation, this study was classified because it drew on the official negotiating record. It was subsequently declassified, and RAND published the study in 1995. For this edition, Solomon has added a new introduction, and Chas Freeman has written an interpretive essay describing the ways in which Chinese negotiating behavior has, and has not, changed since the original study. The bibiliography has been updated as well.
Author: Richard H. Solomon
Publisher: US Institute of Peace Press
ISBN: 9781878379863
Category : Language Arts & Disciplines
Languages : en
Pages : 228
Get Book Here
Book Description
After two decades of hostile confrontation, China and the United States initiated negotiations in the early 1970s to normalize relations. Senior officials of the Nixon, Ford, Carter, and Reagan administrations had little experience dealing with the Chinese, but they soon learned that their counterparts from the People's Republic were skilled negotiators. This study of Chinese negotiating behavior explores the ways senior officials of the PRC--Mao Zedong, Zhou Enlai, Deng Xiaoping, and others--managed these high-level political negotiations with their new American "old friends." It follows the negotiating process step by step, and concludes with guidelines for dealing with Chinese officials. Originally written for the RAND Corporation, this study was classified because it drew on the official negotiating record. It was subsequently declassified, and RAND published the study in 1995. For this edition, Solomon has added a new introduction, and Chas Freeman has written an interpretive essay describing the ways in which Chinese negotiating behavior has, and has not, changed since the original study. The bibiliography has been updated as well.
Author: Tony Fang
Publisher: SAGE
ISBN: 9780761915768
Category : Business & Economics
Languages : en
Pages : 364
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Book Description
Provides the reader with an in-depth sociocultural understanding of Chinese negotiating behaviours and tactics in Sino-Western business negotiation context. It presents fresh approaches, coherent frameworks, and 40 reader-friendly cases.
Author: Lucian Pye
Publisher: Praeger
ISBN:
Category : Business & Economics
Languages : en
Pages : 144
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Book Description
How precisely do the Chinese negotiate contracts and other agreements? Do they follow conventions similar to those of European negotiators? To the Japanese? Is there a pattern or style to their negotiations? These are the types of issues examined and resolved in Pye's guide. The volume is based on extensive interviews with Americans and Japanese who have had considerable first-hand experience negotiating with the Chinese, and an effort has been made to highlight the areas in which there has been the greatest amount of confusion and misunderstanding for American business people. Pye examines each step in the traditionally long negotiating process, from the first contacts to the responses after agreements have been reached. With an emphasis on cultural considerations and troubleshooting techniques, Pye gives solid, practical advice for business firms and individual negotiators. While the emphasis is on practical business negotiations, anyone concerned with Chinese culture will find much to ponder in this book.
Author: Richard H. Solomon
Publisher:
ISBN:
Category : China
Languages : en
Pages : 28
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Book Description
Author: I. William Zartman
Publisher: Cambridge University Press
ISBN: 1108475833
Category : Business & Economics
Languages : en
Pages : 359
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Book Description
The first full-length work to analyze the closing phase of negotiations, identifying the negotiators' behavior patterns in the endgame.
Author: Lothar Katz
Publisher: Booksurge Publishing
ISBN:
Category : Business and politics
Languages : en
Pages : 478
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Book Description
Pt. 1. International negotiations. -- Pt. 2. Negotiation techniques used around the world. -- Pt. 3. Negotiate right in any of 50 countries.
Author: Richard H. Solomon
Publisher:
ISBN: 9780756710057
Category :
Languages : en
Pages : 204
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Book Description
After two decades of hostile confrontation, China and the U.S. initiated negotiations in the early 1970s to normalize relations. Senior officials of the Nixon, Ford, Carter, and Reagan admin. soon learned that their counterparts from the PRC were skilled negotiators. This study of Chinese negotiating behavior explores the ways that senior officials of the PRC -- Mao Zedong, Zhou Enlai, Deng Xiaoping, and others -- managed these high-level political negotiations with their new Amer. "old friends." It follows the negotiating process step by step, and concludes with guidelines for dealing with Chinese officials. Extensive bibliography.
Author: Richard H. Solomon
Publisher:
ISBN:
Category : China
Languages : en
Pages : 137
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Book Description
Author: Lucian W. Pye
Publisher: RAND Corporation
ISBN: 9780833003744
Category : China
Languages : en
Pages : 109
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Book Description
This study analyzes Chinese commercial negotiating practices for two reasons. The first is to minimize future misunderstandings in such activities, and the second is to provide guidance for government-to-government negotiations. The research procedure used involved interviews with American businessmen and bankers with extensive experience in the China trade, and--in order to control for American cultural factors--interviews with comparable Japanese bankers and businessmen. What was learned from the experiences of businessmen is of value in government-to-government negotiations, even though there are substantial differences between commercial and diplomatic relationships. At present, both Beijing and Washington seek a more cooperative and complementary relationship. By better understanding the Chinese style of negotiating in the commercial realm, we should be able to avoid misunderstandings and achieve desired goals in the political realm.
Author: Roger Fisher
Publisher: Houghton Mifflin Harcourt
ISBN: 9780395631249
Category : Business & Economics
Languages : en
Pages : 242
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Book Description
Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.
