Chinese Negotiating Behavior: Pursuing Interests Through 'Old

Chinese Negotiating Behavior: Pursuing Interests Through 'Old Friends' (Cross-Cultural Negotiation Books)

After two decades of hostile confrontation, China and the United States initiated negotiations in the early 1970s to normalize relations. Senior officials of the Nixon, Ford, Carter, and Reagan administrations had little experience dealing with the Chinese, but they soon learned that their counterparts from the Peopleâ€™s Republic were skilled negotiators.

This study of Chinese negotiating behavior explores the ways senior officials of the PRCâ€•Mao Zedong, Zhou Enlai, Deng Xiaoping, and othersâ€•managed these high-level political negotiations with their new American â€œold friends.â€ It follows the negotiating process step by step, and concludes with guidelines for dealing with Chinese officials.
Country USA
Manufacturer United States Institute of Peace
Binding Kindle Edition
ReleaseDate 2016-01-28
Format Kindle eBook

Country	USA
Manufacturer	United States Institute of Peace
Binding	Kindle Edition
ReleaseDate	2016-01-28
Format	Kindle eBook

Chinese Negotiating Behavior: Pursuing Interests Through 'Old Friends' (Cross-Cultural Negotiation Books)