Contemporary Strategic Chinese American Business Negotiations And Market Entry

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Contemporary Strategic Chinese American Business Negotiations and Market Entry

Author : Steven J. Clarke
Publisher : Springer Nature
ISBN 13 : 9811969868
Total Pages : 573 pages
Book Rating : 4.8/5 (119 download)

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Book Synopsis Contemporary Strategic Chinese American Business Negotiations and Market Entry by : Steven J. Clarke

Download or read book Contemporary Strategic Chinese American Business Negotiations and Market Entry written by Steven J. Clarke and published by Springer Nature. This book was released on 2023-01-01 with total page 573 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book is an effort to provide a “primary source”, a guide for Chinese/American cross-cultural negotiations, which has been constructed and amassed by professionals living and working in China. Research included personal interviews, surveys, case studies, face-to-face negotiations, and consulting, melded with a broad body of international business. This book that has two focuses, China market entry and negotiations, Both China and the United States are vast, complex markets, with different histories and cultures. China market entry requires extensive research and understanding, of the inextricably linked elements of (a) how business is managed in China, (b) understanding the China market, and (c) negotiating all elements of your China market entry and ongoing business. To be successful in China, your firm will face these elements in terms of explicable and solvable activities. Research into data, theory, and perceptual cultural differences between your firm and your Chinese counterparts adds magnitude to your China overall business strategy, and mandatory and essential negotiations.

Business Negotiations in China

Author : Henry K. H. Wang
Publisher : Routledge
ISBN 13 : 1315467070
Total Pages : 271 pages
Book Rating : 4.3/5 (154 download)

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Book Synopsis Business Negotiations in China by : Henry K. H. Wang

Download or read book Business Negotiations in China written by Henry K. H. Wang and published by Routledge. This book was released on 2017-11-22 with total page 271 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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 book is 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.

China Now

Author : N. Mark Lam
Publisher : McGraw-Hill Companies
ISBN 13 :
Total Pages : 404 pages
Book Rating : 4.:/5 (318 download)

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Book Synopsis China Now by : N. Mark Lam

Download or read book China Now written by N. Mark Lam and published by McGraw-Hill Companies. This book was released on 2007 with total page 404 pages. Available in PDF, EPUB and Kindle. Book excerpt: Publisher description

Selling Big to China

Author : Morry Morgan
Publisher : John Wiley & Sons
ISBN 13 : 0470826231
Total Pages : 208 pages
Book Rating : 4.4/5 (78 download)

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Book Synopsis Selling Big to China by : Morry Morgan

Download or read book Selling Big to China written by Morry Morgan and published by John Wiley & Sons. This book was released on 2011-03-10 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book is a complete sales and negotiating guide for mainland China and includes practical and measurable techniques that have been tested and proven to work with Fortune 500 companies operating in the 'Middle Kingdom'. It is divided into four main areas: The Knowledge The Sales Call The Negotiation The Maintenance The book is the result of my 8 years of training in sales and negotiation skills across mainland China, as well as running a multi-city, multicultural company in the 'World's Most Stressful Country' (according to Newsweek). The book includes a collection of anecdotes from this experience, as well as case studies developed by working closely with leading companies in China. Some of these companies include Rockwell Automation, Microsoft, Thomson, SAP, and NBC. Sales and negotiating is not easy, particularly when done in a country with completely new values and rules of engagement. The purpose of this book is to lay the rules out clearly, and provide the reader with an easy to understand strategy to doing business in mainland China.

Chinese Business Negotiating Style

Author : Tony Fang
Publisher : SAGE
ISBN 13 : 9780761915768
Total Pages : 364 pages
Book Rating : 4.9/5 (157 download)

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Book Synopsis Chinese Business Negotiating Style by : Tony Fang

Download or read book Chinese Business Negotiating Style written by Tony Fang and published by SAGE. This book was released on 1999 with total page 364 pages. Available in PDF, EPUB and Kindle. Book excerpt: Provides the reader with an in-depth sociocultural understanding of Chinese negotiating behaviours and tactics in Sino-Western business negotiation context. It presents fresh approaches, coherent frameworks, and 40 reader-friendly cases.

China’s Belt and Road Initiative and the Triangle Great Game of Contemporary International Politics

Author : Edmund Li Sheng
Publisher : Springer Nature
ISBN 13 : 9819978653
Total Pages : 178 pages
Book Rating : 4.8/5 (199 download)

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Book Synopsis China’s Belt and Road Initiative and the Triangle Great Game of Contemporary International Politics by : Edmund Li Sheng

Download or read book China’s Belt and Road Initiative and the Triangle Great Game of Contemporary International Politics written by Edmund Li Sheng and published by Springer Nature. This book was released on 2023-11-28 with total page 178 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book focuses on the triangular relations between China, the United States and the European Union from the perspective of the Belt and Road Initiative (BRI) via the methodology of international political economy. China, the US and the EU are the three most important players in international politics and the global economy, and their relations are accordingly among the most influential in the global arena. This book will argue that the interactions between China, the US and the EU are highly dynamic given their close connections in trade, finance and many other economic fields. In the context of US–China competition, the decisions of the EU, which has sought to remain independent in its foreign policy for decades, crucially shape the landscape of international politics, and lucidly articulates how international relations look from China to scholars of geopolitics.

Strategies for Improving the Business Negotiations Between the Chinese and the Americans After 1980

Author : Ya Wen Au
Publisher :
ISBN 13 :
Total Pages : pages
Book Rating : 4.:/5 (98 download)

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Book Synopsis Strategies for Improving the Business Negotiations Between the Chinese and the Americans After 1980 by : Ya Wen Au

Download or read book Strategies for Improving the Business Negotiations Between the Chinese and the Americans After 1980 written by Ya Wen Au and published by . This book was released on 2015 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:

Selling to China

Author : Stanley Chao
Publisher : iUniverse
ISBN 13 : 9781475911800
Total Pages : 250 pages
Book Rating : 4.9/5 (118 download)

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Book Synopsis Selling to China by : Stanley Chao

Download or read book Selling to China written by Stanley Chao and published by iUniverse. This book was released on 2012-11-07 with total page 250 pages. Available in PDF, EPUB and Kindle. Book excerpt: The conventional wisdom that only large corporations can do business in China is a thing of the past. Small- and medium-sized businesses today enjoy the same opportunities in China once granted only to large, multinational conglomerates. In Selling to China, author Stanley Chao helps all businesses learn effective ways to deal with Chinese businesspeople and private and state-owned companies; analyze whether certain products or services are viable for the Chinese market; understand the psyche of the Mao Generation Chinese who are now Chinas business owners, executives, and government leaders; and develop low-cost, market-entry strategies Filled with clear, tangible steps and applicable personal anecdotes, Selling to China bridges the gap between Western and Chinese cultures, languages, and histories to help businesses enter the Chinese marketplace.

Chinese Negotiation Styles

Author : Jose Anibal Torres
Publisher :
ISBN 13 : 9781682732885
Total Pages : 162 pages
Book Rating : 4.7/5 (328 download)

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Book Synopsis Chinese Negotiation Styles by : Jose Anibal Torres

Download or read book Chinese Negotiation Styles written by Jose Anibal Torres and published by . This book was released on 2016-02-12 with total page 162 pages. Available in PDF, EPUB and Kindle. Book excerpt: Over the past three decades China's economic performance has exceeded all other countries' economic growth performance by averaging 9.7% (Zhang, Li & Shi, 2009). And even during the global financial crisis, while their economic growth decreased from the three decade average of 9.7%, they were able to sustain an economic growth beyond that of the majority of countries throughout the world. Further, China's growing economic marketplace and integration into global economic institutions, such as the WTO, has increased Westerners interest in their desire to do business in China. Research suggests that culture is not stationary, but highly dynamic, and constantly changing. And the Chinese, a very traditional cultural people are continuously being influenced as a result of their open market economy. China's recent ascend as the second largest economy in the world, with 1.3 billion people, who can potentially become one of the largest consumer markets in the world, has dramatically increased the interest of foreign countries on how to do business effectively with the Chinese. However, Westerners and the Chinese have different cultures and philosophies that influence their different approaches, models and styles during international business negotiations (Banthin & Stelzer, 1998). And their individual perspectives are influenced by their lack of understanding about their opponent's cultural influences, beliefs, behaviors and motivations, with regards to the negotiation process. Globalization and technological advances has changed the nature of how people do business. No organization or country is immune to some exposures from different countries, cultures and diversity. To this end, differences in cultures, socio-economic and political perspectives demand differences in the approach to how people negotiate. These differences, which also provides the framework for this study, involves cultures, cultural dimensions, cultural dynamics, country-specific culture and philosophies, global influences, consequences of cultural global influences, emotional intelligence, cultural intelligences, differences in communication principles, and negotiation styles in international business; which also includes differences in negotiation tactics, conflict management styles, negotiation processes and strategies, reciprocity, etc. Therefore, this study will focus on two primary topics, culture and Chinese negotiation styles that influence Chinese negotiation styles in international business negotiations.

Chinese-Dutch Business Negotiations

Author : Xiangling LI
Publisher : BRILL
ISBN 13 : 9004484698
Total Pages : 216 pages
Book Rating : 4.0/5 (44 download)

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Book Synopsis Chinese-Dutch Business Negotiations by : Xiangling LI

Download or read book Chinese-Dutch Business Negotiations written by Xiangling LI and published by BRILL. This book was released on 2021-11-22 with total page 216 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Chinese are known as an inscrutable people in the West. With the rapid globalisation of world business, China, with its booming economy and as one of the world's largest emerging markets, is attracting increasing numbers of international traders and investors. Various sources have shown that language and culture are, among other factors, two of the major obstacles to successful business collaborations between the Chinese and Westerners. This dissertation aims to help remove these obstacles by offering some insights into the intricate mechanisms of business negotiation between the Chinese and the Dutch. While most of the research concerning Chinese-Western communication has used everyday conversation as the subject of study, this research chooses negotiation, the core of international business, as its subject. Micro-level qualitative discourse analyses are used as the main research method in addition to ethnographic methods such as the questionnaire survey and interview. The main data used are simulated as well as real-life video-taped Chinese-Dutch business negotiations. Questionnaire survey and interview data from real-life Chinese and Dutch negotiators are used as support data. The phenomena recurrently cropping up across the negotiations are examined at a turn-to-turn level to pinpoint places where problems arise that prevent the negotiators from reaching mutual understandings and fulfilling negotiation goals. The deep-rooted cultural concepts underlying the linguistic phenomena prove to be the main trouble sources. The results of this research are relevant for both the academic and business world.

Market Entry in China

Author : Christiane Prange
Publisher : Springer
ISBN 13 : 3319291394
Total Pages : 220 pages
Book Rating : 4.3/5 (192 download)

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Book Synopsis Market Entry in China by : Christiane Prange

Download or read book Market Entry in China written by Christiane Prange and published by Springer. This book was released on 2016-05-14 with total page 220 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book compiles brand new case studies on the intricacies and market entry strategies of different companies in China. The sheer speed and scope of China’s growth makes it unique and investment opportunities are very attractive. Despite the potential, many western companies fail in their market entry strategies. This book traces the major sources of failure and uses cases to illustrate how firms can better cope with the challenging Chinese market. With a special focus on marketing, positioning, and branding, this book presents issues and solutions of both large multinationals and small niche market players.

Greater Eurasia Partnership and Belt and Road Initiative

Author : Edmund Li Sheng
Publisher : Springer Nature
ISBN 13 : 9819930464
Total Pages : 139 pages
Book Rating : 4.8/5 (199 download)

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Book Synopsis Greater Eurasia Partnership and Belt and Road Initiative by : Edmund Li Sheng

Download or read book Greater Eurasia Partnership and Belt and Road Initiative written by Edmund Li Sheng and published by Springer Nature. This book was released on 2023-05-23 with total page 139 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this book, Eurasia will be discussed in the context of the Greater Eurasian Partnership proposed by Russia, the “eastward” transformations spurred by Neo-Eurasianism and the Greater Eurasian Partnership, and cooperation with China through the BRI, while related countries of Atlanticism was used to described the U.S., Europe, and their allies. The Greater Eurasian Partnership proposed by Russia is an initiative with specific diplomatic considerations, economic development strategies, and geopolitical implications. The initiative represents an attempt by Russia to shift foreign policy thinking, which has traditionally focused on alignment with the U.S. and the West. The Greater Eurasian Partnership contains both short-term strategies to cope with Western pressure and long-term strategic goals for building a new international and regional order. What this portends for the future of Sino-Russian relations is of interest to geopoliticians, economists and journalists.

How to Win in China

Author : Professor Stephen P Turner
Publisher :
ISBN 13 : 9780615619156
Total Pages : 266 pages
Book Rating : 4.6/5 (191 download)

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Book Synopsis How to Win in China by : Professor Stephen P Turner

Download or read book How to Win in China written by Professor Stephen P Turner and published by . This book was released on 2012-04-01 with total page 266 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book is all about developing a winning strategy for the Chinese market. It's designed to coach International Managers on how to develop an international team that has an in-depth understanding of their Chinese counterpart's mind-set and decision making process. It then discusses how this information can be applied to the negotiation process as well as long term on the ground operations. In short, this book developed a systematic approach on how to develop a strategic advantage during Chinese business negotiations through the use of a cultural translator. It was established through prior research that cultural conflicts are a leading cause of international operation failures, especially in joint ventures. Additional research indicated that international business negotiators who understood their counterparts' mind-set (i.e. how they are culturally programmed to act and react to situations, which includes in-depth knowledge of their cultural complexes and negotiation strategies and tactics) were successful in their negotiation process. It was concluded that companies wishing to develop a winning strategy for China should consult a cultural translator prior to the start of the negotiation process to assist in their negotiating team's preparation, thus achieving a strategic advantage during the negotiation process. This framework would then assist international managers in managing their China operations throughout the life of the venture. This book has gone through extensive executive peer review and found to be one of the best resources an international manager could have guiding them the complexities of the Chinese business processes. Reviews included companies of all sizes and industries, including Cessna Aircraft, GE, Lockheed Martin, Hillwood, Curtis Mathis, and others.

Financial Inclusion Across Asia

Author : Leong Choi-Meng
Publisher : Emerald Group Publishing
ISBN 13 : 1837533040
Total Pages : 152 pages
Book Rating : 4.8/5 (375 download)

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Book Synopsis Financial Inclusion Across Asia by : Leong Choi-Meng

Download or read book Financial Inclusion Across Asia written by Leong Choi-Meng and published by Emerald Group Publishing. This book was released on 2023-12-06 with total page 152 pages. Available in PDF, EPUB and Kindle. Book excerpt: Topics discussed in this collection include financial inclusion in under-served markets, financial inclusion products and services, financial inclusion for sustainable and responsible business, micro, small, and medium-sized business practices.

Selling to China

Author : Stanley Chao
Publisher : iUniverse
ISBN 13 : 1532052707
Total Pages : 238 pages
Book Rating : 4.5/5 (32 download)

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Book Synopsis Selling to China by : Stanley Chao

Download or read book Selling to China written by Stanley Chao and published by iUniverse. This book was released on 2018-08-31 with total page 238 pages. Available in PDF, EPUB and Kindle. Book excerpt: The conventional wisdom that only large corporations can do business in China is a thing of the past. Small and medium-sized businesses today enjoy the same opportunities in China once granted only to large multinational conglomerates. In Selling to China, author Stanley Chao helps all businesses: • Learn effective ways to deal with Chinese businesspeople and private and state-owned companies • Determine whether certain products or services are viable for the Chinese market • Understand the psyche of the “Mao Generation” Chinese, who are now China’s business owners, executives, and government leaders • Develop low-cost, market-entry strategies Filled with clear, tangible steps and applicable anecdotes, Selling to China bridges the gap between Western and Chinese cultures, languages, and histories to help businesses enter the Chinese marketplace.

Art of the Deal in China

Author : Laurence J. Brahm
Publisher : Tuttle Publishing
ISBN 13 : 1462900585
Total Pages : 162 pages
Book Rating : 4.4/5 (629 download)

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Book Synopsis Art of the Deal in China by : Laurence J. Brahm

Download or read book Art of the Deal in China written by Laurence J. Brahm and published by Tuttle Publishing. This book was released on 2011-07-19 with total page 162 pages. Available in PDF, EPUB and Kindle. Book excerpt: Extremely useful to newcomers and old china hands alike, this Chinese business guide explains how Chinese history and classical literature play a huge role in negotiating in China. Negotiating a deal in China requires patience—a well–known Confucian virtue; persistence—something which comes with time; and survival instincts—something that comes with persistence. For both the uninitiated, negotiations in China may come as a culture shock, laced with frustration. For the experience China trade negotiator, it is a never–ending learning process. For both parties, the secret to negotiating in China may well lie in the knowledge of the military ploys described in China's ancient classics. In The Art of the Deal in China, author Laurence J. Brahm applies Sun Tzu's Art of War, the ultimate guru's statement of military strategy and the Thirty–six Strategies, a collection of sayings which capsulize strategic prowess in ancient Chinese history, to modern–day negotiating situations in China, both commercial and political. The stories in the book, all based on actual happenings, will not only amuse but will provide hope to many foreigners engaged in the often drawn –out and frustrating process of negotiating a deal in China.

Doing Business in China

Author : Laurence J. Brahm
Publisher : Tuttle Publishing
ISBN 13 : 1462900445
Total Pages : 164 pages
Book Rating : 4.4/5 (629 download)

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Book Synopsis Doing Business in China by : Laurence J. Brahm

Download or read book Doing Business in China written by Laurence J. Brahm and published by Tuttle Publishing. This book was released on 2011-07-26 with total page 164 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Strike hard, retreat, seize a position, reject compromise, and strike again."--These are common negotiating tactics in a country with a long history of strategic philosophy. Negotiating a deal in China requires patience--a well known Confucian virtue; persistence--something which comes with time; and survival instincts--something that comes with persistence. For both the uninitiated, Chinese business negotiations in China may come as a culture shock, laced with frustration. For the experienced China trade negotiator, it is a never-ending learning process. For both parties, the secret to negotiating in China may well lie in the knowledge of the military ploys described in China's ancient classics. Drawing from the lessons of China's ancient military classic, Sun Tzu's The Art of War, Laurence J. Brahm applies these strategies to the foibles and successes of foreign and Chinese negotiators in China struggling to bridge cultural gaps in the process of closing deals. This revealing and humorous book offers a collection of real-life "war stories" and untold truths about hard knocks at the negotiating table and offers great insight into Chinese business etiquette. It is essential reading for business executives planning their business strategies for entering the Chinese market, and for mastering the art of negotiating.