Quick reference chart to Chinese negotiating characteristics -- Pt. I. The Chinese background. 1. The haggling society. 2. The world of the Chinese negotiator -- Pt. II. Chinese-western negotiations. 3. Preparing to negotiate in China. 4. The formal negotiation. 5. Chinese influence tactics -- Pt. III. Effective and ineffective negotiations. 6. A bridge between east and west: the overseas Chinese. Case study 1. 'We are friendly people ourselves'. 7. Coming out of China crying. Case study 2. 'You don't know if they are thick, or just playing at being thick'. 8. Working the network. Case study 3. 'I did more business over banquets than I ever did in negotiating rooms'. 9. Taking control. Case study 4. 'We kept bringing it back to what was fair'. 10. Stepping back. Case study 5. 'The more we talked about friendship, the deeper the trouble'. 11. Demonstrating commitment. Case study 6. 'Once you're in ...'. 12. Conclusion
Notes
Cover title also in Chinese characters
Bibliography
Includes bibliographical references (pages 197-200) and index
