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 bookis 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.
Author’s Notes, About the Author, Preface, Acknowledgements, Part I The Context of Negotiations in China, Chapter 1: China Negotiation Models, Chapter 2: China Business Negotiation Processes, Chapter 3: China Business Negotiation Cultures, Part II Negotiation Team Selection and Preparations, Chapter 4: Selection of Team for Business Negotiations in China, Chapter 5: Preparations for Business Negotiations in China, Part III The Negotiation Cycle and Stages, Chapter 6: China Business Negotiation Opening Stages, Chapter 7: China Business Negotiation Stages and Progress, Chapter 8: China Business Negotiation Final Stages, Part IV China Joint Venture Negotiations & Establishment, Chapter 9: China Joint Venture Agreements Negotiations, Chapter 10: China Joint Venture Post Negotiation Implementation, Bibliography, Glossary, Index