Lucian W. Pye

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Chinese Negotiating Style: Commercial Approaches and Cultural Principles

Lucian W. Pye

Synopsis:
How precisely do the Chinese negotiate contracts and other agreements? Do they follow conventions similar to those of Europeans? 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.

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Other editions: Softcover - 1992, Softcover - 1990, Softcover - 1988, 1988, Softcover - 1988, Hardcover - 1985, Softcover - 1984, Softcover - 1982, Softcover - 1982, Hardcover - 1981