The Chinese Negotiator: How to Succeed in the World's Largest Market - Hardcover

March, Dr. Robert M.; Wu, Su-Hua

3.6

10 ratings by Goodreads

9784770030283: The Chinese Negotiator: How to Succeed in the World's Largest Market

Hardcover

ISBN 10: 4770030282 ISBN 13: 9784770030283

Publisher: Kodansha International, 2006

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America is just now waking up to the business potential and problems of dealing with a newly aggressive China. And with this wake-up call comes an increasing need for an authoritative, easy-to-read, practical guide to doing business with the Chinese.
The Chinese Negotiator is just that guide. The authors, with over five decades of East-West negotiating experience between them, cover techniques of all kinds, including successful and failed strategies, how to win the real trust of the Chinese, how to follow customs Chinese understand, how to negotiate a fair deal, and how to build a long-term business relationship. The book offers three unique resources to help the professional business person:
1. Twenty-two real-life case studies
2. The authors' strategy for success: SNP, the Strategic Negotiation Process
3. A thorough explanation of thirty-six traditional strategies used by the Chinese-and how to combat them

The authors write, "You will be facing the most strategically minded people in the world. You need a strategic mind, determination, composure, and your own team of like-minded warriors to make the journey with you."

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About the Author:

ROBERT M. MARCH, the author of eleven books including The Japanese Negotiator (Kodansha International), has been consulting and negotiating with the Chinese since the 1980s. In February 2006, he became the first Professor of International Business at Nanjing University, Asia's third-ranked university.

SU-HUA WU is the eldest child of the late Senator Wu Kuai Xin, one of the leading figures in postwar Taiwan, and has been a Pacific Rim entrepreneur for the past 25 years.

Review:

A highly instructive handbook for those seriously considering entering this daunting arena. -- Business Traveler Magazine

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