How to Win in China: Chinese Business and Negotiation Strategies Revealed

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9780615619156: How to Win in China: Chinese Business and Negotiation Strategies Revealed
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This book is all about developing a winning strategy for the Chinese market. It's designed to coach International Managers on how to develop an international team that has an in-depth understanding of their Chinese counterpart's mind-set and decision making process. It then discusses how this information can be applied to the negotiation process as well as long term on the ground operations. In short, this book developed a systematic approach on how to develop a strategic advantage during Chinese business negotiations through the use of a cultural translator. It was established through prior research that cultural conflicts are a leading cause of international operation failures, especially in joint ventures. Additional research indicated that international business negotiators who understood their counterparts’ mind-set (i.e. how they are culturally programmed to act and react to situations, which includes in-depth knowledge of their cultural complexes and negotiation strategies and tactics) were successful in their negotiation process. It was concluded that companies wishing to develop a winning strategy for China should consult a cultural translator prior to the start of the negotiation process to assist in their negotiating team’s preparation, thus achieving a strategic advantage during the negotiation process. This framework would then assist international managers in managing their China operations throughout the life of the venture. This book has gone through extensive executive peer review and found to be one of the best resources an international manager could have guiding them the complexities of the Chinese business processes. Reviews included companies of all sizes and industries, including Cessna Aircraft, GE, Lockheed Martin, Hillwood, Curtis Mathis, and others.

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Turner, Stephen P.
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