When yes means no! (or yes or maybe): how to negotiate a deal in China
Saved in:
| Main Author: | |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
Boston [u.a.]
Tuttle
2003
|
| Edition: | 1. Tuttle ed.. |
| Subjects: | |
| Online Access: | Table of contents Inhaltsverzeichnis |
| Physical Description: | 160 S. |
| ISBN: | 0804833877 |
Staff View
MARC
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| 245 | 1 | 0 | |a When yes means no! (or yes or maybe) |b how to negotiate a deal in China |c Laurence J. Brahm |
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Record in the Search Index
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|---|---|
| adam_text | Contents
Foreword
11
INTRODUCTION
The Anatomy of a Negotiation in China
Friendship and Mutual Understanding
15
Frontline Negotiations
17
Backdoor Liaison
19
PART I
Enter the Dragon:
The Etiquette of What to Do and Not Do
When Meeting PRC Officials
When Entering the Province, One Should
Follow the Customs
25
The Dog Acts Fierce When the Master is Present
28
Obedience is Better Than a Show of Respect
31
PART II
The Art of Negotiating in China
China Hands
37
Sleeping in the Same Bed but Dreaming
Different Dreams
41
The Art of Saying Yes
43
Contractual Protection
45
Developing a Legal System
—
from Scratch
47
Protracted Negotiations
49
Knowing Your Counterpart
51
PART III
The
36
Traditional Martial Strategies
Strategy
1 :
Cross the Sea by Deceiving the Sky
57
Strategy
2:
Besiege Wei to Rescue Zhao
60
Strategy
3:
Kill with a Borrowed Knife
63
Strategy
4:
Relax and Wait for the Adversary to
Tire Himself Out
66
Strategy
5:
Loot a Burning House
69
Strategy
6:
Make a Feint to the East while
Attacking in the West
71
Strategy
7:
Create Something out of Nothing
74
Strategy
8:
Pretend to Advance down One Path
while Taking Another Hidden Path
77
Strategy
9:
Watch the Fire Burning from across
the River
80
Strategy
10:
Conceal a Dagger in a Smile
82
Strategy
11 :
Sacrifice the Plum for the Peach
84
Strategy
12:
Take away a Goat in Passing
87
Strategy
13:
Beat the Grass to Startle the Snake
90
Strategy
14:
Raise a Corpse from the Dead
92
Strategy
15:
Lure the Tiger out of the Mountain
94
Strategy
16:
Let the Adversary off in Order to
Snare Him
97
Strategy
17:
Cast a Brick to Attract a Jade
99
Strategy
18:
To Catch Bandits, Nab Their
Ringleader First
102
Strategy
19:
Remove the Fire from under
the Cauldron
106
Strategy
20:
Catching Fish from Troubled Waters
108
Strategy
21:
The Cicada Sheds Its Shell
111
Strategy
22:
Fasten the Door to Catch a Thief
114
Strategy
23:
Befriend a Distant State while
Attacking a Neighboring State
116
Strategy
24:
Borrow a Safe Passage to Conquer
the Kingdom of Guo
119
Strategy
25:
Steal the Beams and Pillars and
Replace Them with Rotten Timber
121
Strategy
26:
Point at the Mulberry but Curse
the Locust
123
Strategy
27:
Play Dumb
125
Strategy
28:
Remove the Ladder after Your Ascent
127
Strategy
29:
Decorate the Tree with Fake Blossoms
129
Strategy
30:
Turn Yourself into a Host from
Being a Guest
131
Strategy
31 :
Use a Beauty to Ensnare a Man
134
Strategy
32:
Open the Gate of an Undefended City
136
Strategy
33:
Use Your Adversary s Spies to Sow Discord
in Your Adversary s Camp
138
Strategy
34:
Inflict Pain on Yourself in Order to
Infiltrate Your Adversary s Camp and
Win the Confidence of the Enemy
140
Strategy
35:
Lead Your Adversary to Chain
Together Their Warships
142
Strategy
36:
Retreat is the Best Option
144
Glossary
147
Annex
Annex I: Chronology of Chinese Dynasties
151
Annex II: Foreign Investors Guide to Maotai Avoidance
157
|
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| id | DE-604.BV019529213 |
| illustrated | Not Illustrated |
| indexdate | 2024-07-09T20:00:28Z |
| institution | BVB |
| isbn | 0804833877 |
| language | English |
| lccn | 2004272807 |
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| physical | 160 S. |
| publishDate | 2003 |
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| publisher | Tuttle |
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| spelling | Brahm, Laurence J. Verfasser (DE-588)123238676 aut When yes means no! (or yes or maybe) how to negotiate a deal in China Laurence J. Brahm 1. Tuttle ed.. Boston [u.a.] Tuttle 2003 160 S. txt rdacontent n rdamedia nc rdacarrier aNegotiation in business zChina http://www.loc.gov/catdir/toc/fy045/2004272807.html Table of contents Digitalisierung UB Passau application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=012904614&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Brahm, Laurence J. When yes means no! (or yes or maybe) how to negotiate a deal in China aNegotiation in business zChina |
| title | When yes means no! (or yes or maybe) how to negotiate a deal in China |
| title_auth | When yes means no! (or yes or maybe) how to negotiate a deal in China |
| title_exact_search | When yes means no! (or yes or maybe) how to negotiate a deal in China |
| title_full | When yes means no! (or yes or maybe) how to negotiate a deal in China Laurence J. Brahm |
| title_fullStr | When yes means no! (or yes or maybe) how to negotiate a deal in China Laurence J. Brahm |
| title_full_unstemmed | When yes means no! (or yes or maybe) how to negotiate a deal in China Laurence J. Brahm |
| title_short | When yes means no! (or yes or maybe) |
| title_sort | when yes means no or yes or maybe how to negotiate a deal in china |
| title_sub | how to negotiate a deal in China |
| topic | aNegotiation in business zChina |
| topic_facet | aNegotiation in business zChina |
| url | http://www.loc.gov/catdir/toc/fy045/2004272807.html http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=012904614&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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