Chinese Business Negotiation Art and Strategy

1. Introduction  2. “Shi”—Conditions for Negotiation 3. “Ethical Pursuit of Wealth”—The Philosophy of Negotiation Interests 4. “Compassionate Leadership”—Humanistic Assumptions of Negotiators 5. “Strategic Planning”—Tactical Games in Negotiation 6. “Balanced Approach”—The Path of Communication in Negotiation 7. “Harmony as Priority”—Choosing Negotiation Paths 8. Harmony—The Ideal Win-Win Outcome in Negotiation 9. Practical Applications of Chinese Negotiation Wisdom

Biography

Shougang Zhang is an associate professor at the Jiangxi University of Finance and Economics, specializing in business communication and negotiation. With visiting scholar experience at Food and Agriculture Organization of the United Nations (FAO) (Rome) and Lancaster University (UK) under national scholarships, he serves as the secretary-general of a national communication and negotiation committee. Dr. Zhang has authored key textbooks and published extensively on negotiation studies.

Amily Wang Guenier is Director of Internationalization at the School of Global Affairs, Lancaster University, UK, and Deputy Director of the Confucius Institute. Dr. Amily Guenier’s research interests include business communication, health communication, and interpersonal communication. Amily has been the student supervisor of the Study China Programme for seven years, which was funded by the British government with £2.2 million.

"A masterful blend of philosophy and pragmatism, Chinese Business Negotiation: Art and Strategy offers valuable insights into the cultural foundations of negotiation. This book is a vital resource for scholars and practitioners seeking to understand and engage with China’s distinctive approach to building lasting, strategic partnerships."

Professor Frieder Lempp, Head of Department, International Negotiation & Conflict Management, IÉSEG School of Management, France

"Zhang and Guenier explain to modern negotiators that Chinese business people may follow or blend modes of traditional teachings and practices. They may agree with balance and nuance or seek advantages like relentless soldiers depending on context and relationship. A deep look into the motivations of business people in China."

Professor William Baber, The Graduate School of Management, Kyoto University, Japan

"This book masterfully bridges traditional philosophy and practical business application, offering invaluable insights into how ethical, relational, and strategic elements shape negotiation outcomes—especially vital for those seeking to evaluate or improve negotiation performance across cultural contexts."

Professor Remigiusz Smolinski, HHL Leipzig Graduate School of Management, Germany