Business Negotiations in China

Business Negotiations in China provides a holistic overview of the institutional, organizational 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 used 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 and their similarities and differences with other global negotiation processes. Alongside the negotiation itself, the author provides advice on: the selection of the negotiation team and the various strategic roles within it; the detailed preparation and analysis required prior to starting negotiations in China; the 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 Chinese 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.