Doing Business in China The Sun Tzu Way

Name: Doing Business in China The Sun Tzu Way
Price: 3.02 USD
Availability: InStock
ISBN: 9780804835312

ISBN-10: 0804835314

ISBN-13: 9780804835312

Edition: 2004

Authors: Laurence J. Brahm

List price: $14.95

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Description:

"'strike hard, retreat, seize a position, reject compromise, and strike again."" These are common negotiating tactics in a country with a long history of strategic philosophy.Drawing from the lessons of China's ancient military classic, Sun Tzu's The Art of War, Laurence J. Brahm applies these strategies to the foibles and successes of foreign and Chinese negotiators in China struggling to bridge cultural gaps in the process of closing deals. This revealing and humorous book offers a collection of real-life "war stories" and untold truths about hard knocks at the negotiating table. It is essential reading for business executives planning their business strategies for entering the Chinese…

Book details

List price: $14.95
Copyright year: 2004
Publisher: Tuttle Publishing
Publication date: 5/15/2004
Binding: Paperback
Pages: 160
Size: 5.50" wide x 8.00" long x 0.50" tall
Weight: 0.484
Language: English

Laurence J. Brahm is a political economist and lawyer who has spent his entire career involved with China, specializing in structuring and negotiating investments on behalf of multinationals. He lives in Beijing. He is the author of When Yes Means No! (or Yes or Maybe).



Foreword


Preface


Introduction: A Day in the Life of a Negotiator



Sun Tzu's Art of Negotiating


Getting Started


The Strategical Attack


Opening Negotiations


Solving Disputes


The Final Stages



Preparations for Negotiations


Finding a Consultant


Bringing along Your Lawyer


Losing Your Accountant


Enter the CEO



Sun Tzu's Art of War



Strategic Assessments



Waging War



Attack by Stratagem



Disposition of Military Strength



Use of Energy



Weaknesses and Strengths



Manoeuvring



Variation of Tactics



On the March



Terrain



The Nine Varieties of Ground



Attack by Fire



Use of Spies


Appendices



Brief History of Sun Tzu's Art of War



Sun Tzu's Most Famous Lesson


Glossary