DOING BUSINESS IN CHINA

Author: Laurence J. Brahm
Publisher:
Publish Date: 2004-12-01
Features: 'Strike hard, retreat, seize a position, reject compromise, and strike again.' These are common negotiating tactics in a country with a long history of strategic philosophy. Drawing from the lessons of China's ancient military classic, Sun Tzu's The Art of War, Laurence J. Brahm applies these strategies to the foibles and successes of foreign and Chinese negotiators in China struggling to bridge cultural gaps in the process of closing deals. This revealing and humorous book offers a collection of real-life war stories and untold truths about hard knocks at the negotiating table. It is essential reading for business executives planning their business strategies for entering the Chinese market and mastering the art of negotiating.