Business Negotiations in China provides a holistic overview of the
institutional, organisational and cultural issues that underpin
successful business negotiations in China. Good negotiation strategies
and management are essential for establishing successful business
deals and new ventures in China. The author addresses the current key
issues and risks, high level business management, planning, innovative
approaches and modern negotiation strategies. The text opens with a
review of the evolution of key negotiation models that have been use
in China right up to the most current. This is followed by an analysis
of the various negotiation frameworks and processes being undertaken
in China; their similarities and differences with other global
negotiation processes. Alongside the negotiation itself, the author
provides advice on: selection of the negotiation team and the various
strategic roles within it; the detailed preparations and analysis
required prior to starting negotiations in China; effective management
strategies for each of the various stages of negotiation to achieve
successful, sustainable outcomes. Business Negotiations in China is
supported by examples and analysis drawn from actual high level
business negotiations by leading international companies with China
State Owned Enterprises. It also explores the fierce competition
between multinationals and China state-owned companies and their
respective different negotiation strategies. This book is an
important, indispensable insider’s guide to the strategy and
practice of negotiating in China and is relevant to professionals,
academics, researchers and students alike.
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Produktdetaljer
ISBN
9781315467078
Publisert
2017
Utgave
1. utgave
Utgiver
Vendor
Routledge
Språk
Product language
Engelsk
Format
Product format
Digital bok
Forfatter