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China by Stuart Strother

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CHAPTER 11

Negotiation

By Barbara L. Strother

There’s no disputing that East and West take very different approaches to negotiations, and this is often all too clear in negotiations between Chinese and Westerners. For centuries, the Chinese have lagged behind in technology and industry, but have known no equals in the art of negotiation. Western executives are regularly outmatched at the bargaining table. The Chinese have their own unique and highly skilled negotiation style; without sufficient understanding of their skill, foreigners are not likely to meet with success at the negotiation table.

The Chinese combine two very different negotiation approaches when dealing with foreigners: highly cooperative win-win strategy based on strong personal ...

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