China S Negotiating Mindset And Strategies
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China's Negotiating Mindset and Strategies
Author: Guy Olivier Faure
language: en
Publisher: Taylor & Francis
Release Date: 2025-06-30
This book analyzes the mindset with which China enters into negotiations, and applies these insights into contemporary arenas of Chinese activity around the world. The volume presents and analyses the historical and cultural foundations of Chinese thinking as used in the practice of present-day negotiation. It begins by addressing the essence of Chinese negotiations and the Chinese mindset, turning to a section that presents the cultural foundations of that mindset and strategy. The concepts of Confucianism, Taoism, Yin-Yang, and Chinese military strategy are highlighted. The cases of the Belt-and-Road Initiative and the South and East China Seas are examined to show the application of these concepts, with one addressing business and economic negotiations and the other examining cases of negotiation in geopolitics. Finally, a synthesis of what has been learned is presented, which will contribute to negotiation theory and ultimately will help Western practitioners contemplating negotiation with Chinese diplomats and businesses, as well as being a basis for policy analysts’ understanding of Chinese practices in international relations. This book will be of much interest to students of international negotiation, foreign policy, business studies, and international relations, as well as practitioners and policymakers.
The China Strategy
No major enterprise or financial institution can avoid doing business with China -- if not directly, then through myriad hidden connections. Global businesses either use Chinese resources or sell to and in China or compete with companies that do. Because there's no avoiding China, business leaders need a framework that orders the different (and seemingly contradictory) streams of data that hint at its future. That framework is The China Strategy. In this invaluable book, Edward Tse explains the ever-changing nature of China's business environment, its increasingly complex relationship with the rest of the world, and the global business implications -- not just for our current environment but for the next decade. Change, Tse argues, is taking place in non-linearly. Some dimensions (like Chinese entrepreneurship) are expanding exponentially, while others (like the value of China's labor arbitrage) may be reaching a plateau. Eschewing easy explanations, Tse shows how to build and execute a global business strategy in light of these changes, offering practical advice amidst a sea of simple books that offer too-quick solutions. In a world in which a successful business strategy means a successful China strategy, this book is uniquely positioned to help business leaders navigate the &"country that cannot be ignored."
International Business Negotiation
Expertly blending theory and practice, this accessible and up-to-date textbook offers a clear and comprehensive introduction to international business negotiation. The book draws on the practical experiences of managers, consultants and entrepreneurs who have successfully conducted business negotiations around the world, offering practical and realistic guidelines for improving negotiation practice in a wide range of international and cross-cultural contexts. It covers the key negotiation theories, concepts, strategies and practices needed to succeed in contemporary business negotiations. Thoroughly updated throughout, this edition contains new content on ethical, cross-border M&A, and international joint ventures negotiations. With engaging pedagogy and rigorous coverage of key theories and research findings, this textbook is an essential companion for modules in negotiation and international negotiation at undergraduate, postgraduate and MBA modules. It is also suitable for managers and practitioners who are interested in, or participate in, international negotiation.