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Vol 21 No 11 Nov/Dec 2016

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Negotiating with the Chinese

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ISBN13: 9781855218895
ISBN: 1855218895
Published: June 1997
Publisher: Ashgate Publishing Ltd
Format: Hardback
Price: Out of print



Negotiation constitutes an integral part of the lawyering process. This book aims at offering insights into Chinese-style negotiation which is vastly different from Western ways based on the governance of respective cultural norms.

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Contents:
Introduction - negotiating in the Pacific century; cross-cultural perspectives on Sino-Western negotiation; the homocentric Chinese; the psychology of Chinese negotiation; the art of war at the round table; case studies in Sino-Western negotiation.