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Chinese negotiating style : commercial approaches and cultural principles

Author: Lucian W Pye
Publisher: New York : Quorum Books, 1992.
Edition/Format:   Print book : EnglishView all editions and formats
Database:WorldCat
Summary:

This volume examines conventions to be observed when undertaking negotiations with the Chinese and is based on interviews with Americans and Japanese who have had first-hand experience of such  Read more...

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Additional Physical Format: Online version:
Pye, Lucian W., 1921-2008.
Chinese negotiating style.
New York : Quorum Books, 1992
(OCoLC)647425991
Document Type: Book
All Authors / Contributors: Lucian W Pye
ISBN: 0899307248 9780899307244
OCLC Number: 24379921
Notes: Revised edition of: Chinese commercial negotiating style. c1982.
Description: xvi, 119 pages ; 25 cm
Contents: The sources of difficulties --
The ambience of negotiations --
The opening moves --
The substantive negotiating session --
The emotional basis for the Chinese negotiating style --
Some negotiating principles.
Responsibility: Lucian W. Pye.

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