The Chinese have a long tradition of negotiation and use their skills deliberately and effectively. Carolyn Blackman draws on intensive case studies and her clear cultural understanding to reveal the tactics, conscious or unconscious, used by the Chinese, to explain why those tactics are used, and to suggest how you might respond to them.

Includes bibliographical references (p. 197-200) and index.

PART I : THE CHINESE BACKGROUND. The haggling society ; The world of the Chinese negotiator PART II : CHINESE-WESTERN NEGOTIATIONS. Preparing to negotiate in China ; The formal negotiation ; Chinese influence tactics PART III : EFFECTIVE AND INEFFECTIVE NEGOTIATIONS. A bridge between east and west : the overseas Chinese ; Coming out of China crying ; Working the network ; Taking control ; Stepping back ; Demonstrating commitment