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070104s2007 ja b 000 0 eng |
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|b .M364 2007
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|a 658.4/0520951
|2 22
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| 100 |
1 |
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|a March, Robert M.
|0 http://id.loc.gov/authorities/names/n88110198
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| 245 |
1 |
4 |
|a The Chinese negotiator :
|b how to succeed in the world's largest market /
|c Robert M. March, Su-hua Wu [sic].
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| 250 |
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|a First edition.
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| 260 |
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|a Tokyo ;
|a New York :
|b Kodansha International,
|c 2007.
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| 300 |
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|a 279 pages ;
|c 24 cm
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| 336 |
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|a text
|b txt
|2 rdacontent
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| 337 |
|
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|a unmediated
|b n
|2 rdamedia
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| 338 |
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|a volume
|b nc
|2 rdacarrier
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| 504 |
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|a Includes bibliographical references (pages 271-276).
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| 505 |
0 |
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|a Introduction -- How the Chinese negotiate -- Chinese and foreign businesspeople: mutual views -- Well-managed negotiations: the individual approach -- Well-managed negotiations: the team approach -- Long-term negotiations -- Bargaining over price -- The central role of Guanxi -- The thirty-six stratagems -- Building trust and relationships -- Coaching negotiators in strategic skills -- The twelve-step process for planning negotiations -- The strategic negotiation process -- The calm despite the storm -- Building strategic friendships: a few last pointers -- Zeroing in on success -- Appendix: managing translators and interpreters -- Notes -- Bibliography -- Acknowledgments -- A final note from the authors.
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| 650 |
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0 |
|a Negotiation in business
|z China.
|0 http://id.loc.gov/authorities/subjects/sh2010103612
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| 650 |
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|a National characteristics, Chinese.
|0 http://id.loc.gov/authorities/subjects/sh85089965
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| 700 |
1 |
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|a Wu, Su-hwa,
|d 1949-
|0 http://id.loc.gov/authorities/names/n2007000571
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| 907 |
|
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|y .b53116926
|b 160818
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|t 0
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| 952 |
f |
f |
|p Can Circulate
|a Michigan State University-Library of Michigan
|b Michigan State University
|c MSU Gast Business Library
|d MSU Gast Business Library
|t 0
|e HD58.6 .M364 2007
|h Library of Congress classification
|i Printed Material
|m 31293007260692
|n 1
|
