Negotiating with Chinese

Negotiating with Chinese
Автор книги: id книги: 696478     Оценка: 0.0     Голосов: 0     Отзывы, комментарии: 0 488 руб.     (5,29$) Читать книгу Купить и скачать книгу Купить бумажную книгу Электронная книга Жанр: О бизнесе популярно Правообладатель и/или издательство: Издательские решения Дата добавления в каталог КнигаЛит: ISBN: 9785448392740 Скачать фрагмент в формате   fb2   fb2.zip Возрастное ограничение: 12+ Оглавление Отрывок из книги

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Описание книги

I have some good news and some bad news. Bad news: doing business with the Chinese, you have lost at everything. The good news is, I will help you win this war. This book contains a 7-year experience in negotiating with the Chinese. The detailed review of all the necessary aspects for successful negotiations at any level. You will learn what is the difference between the style of negotiating with the Chinese from ours and how to benefit from it. Make the Chinese play by your rules.

Оглавление

Ева Ли. Negotiating with Chinese

Introduction

Chapter 1. The Chinese. Who are they?

Ethnocentrism

Continuity

Traditionalism

Conformism

Interaction with the outside world

Associative thinking

The notion of «face»

Reserve and secretiveness

A combination of self-debasement and conceit

Hypocrisy

Psychological age

The role of Confucianism

Chapter 2. The Chinese manner of negotiation

High context culture

Politeness

The art of allusion

Guanxi

Xietiao

36 stratagems

The Art of War

Chapter 3. The necessary qualities of a negotiator

Strength of character

Speaking Chinese

Composure

Bargaining

Disinterest

Chapter 4. Basic negotiation mistakes

Conclusion

Test yourself

Recommended Literature

About the Author

Отрывок из книги

A strict guide to effective negotiation with the Chinese

Sticking to tradition, I’ll start with the bad news. You have lost at everything. Whether it is working, negotiating or doing business with the Chinese, you have lost at everything, by definition.

.....

The backstory goes like this. Leon charged me with USD 7.15 and refused point blank to go any lower. They said things like «we shall not discuss this any further», «we are incurring major losses», «we have raised the wage of our employees» and «production costs have grown», which are typical Chinese excuses when they want to close the deal. I believe many of you have come across such bargaining. And you probably agreed to the terms and the high prices.

Meanwhile, Electron charged Denis with USD 64 (he was buying a different product), sent an invoice and refused to lower the price making pretty much the same excuses.

.....

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