Provides the reader with an in-depth sociocultural understanding of Chinese negotiating behaviours and tactics in Sino-Western business negotiation context. It

How precisely do the Chinese negotiate contracts and other agreements? Do they follow conventions similar to those of European negotiators? To the Japanese? Is

Pt. 1. International negotiations. -- Pt. 2. Negotiation techniques used around the world. -- Pt. 3. Negotiate right in any of 50 countries.

After two decades of hostile confrontation, China and the United States initiated negotiations in the early 1970s to normalize relations. Senior officials of th

This study analyzes Chinese commercial negotiating practices for two reasons. The first is to minimize future misunderstandings in such activities, and the seco