Provides the reader with an in-depth sociocultural understanding of Chinese negotiating behaviours and tactics in Sino-Western business negotiation context. It presents fresh approaches, coherent frameworks, and 40 reader-friendly cases.

Examines the process of negotiating with the Chinese, using historical examples and analyses of cases from 1953 to the present. The author debunks the myth of legendary Chinese patience, assesses American reaction to negotiating with the Chinese, and analyzes the Chinese approach to negotiations. He reveals the elements of continuity in Chinese behavior that surfaced during talks with the U.S. as early as 1949. 10 photos. Bibliography. Index.

Significant socio-political changes in China have had great impact on Chinese discourse. Changes to the discourse have become an increasing focus of scholarship. This book examines contemporary Chinese discourse and social practice in China with a focus on the role that language plays in the on-going transformation of Chinese society. With a view to producing new insights into the interdependence between discourse and social practice, this volume explores how discourse has been changing in a context-dependent way; how social practice can lead to shifts in the use of discourse; and how identities and attitudes are constructed through language use. Largely based on empirical studies, this book indicates that Chinese discourse has not only been an integral part of social change, but also Chinese discourse itself is changing, reflecting ideologies, values, attitudes, identities and social practice. The book is a great resource for scholars in diverse disciplinary studies including linguistics, communication, education, media and political studies concerning contemporary China.

In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiation—research-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmas—and provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processes—cognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.

Pt. 1. International negotiations. -- Pt. 2. Negotiation techniques used around the world. -- Pt. 3. Negotiate right in any of 50 countries.

Provides an understanding about the impact of culture and communication on international business negotiations. This work explores the problems faced by Western managers while doing business abroad and offers guidelines for international business negotiations. It also focuses on an important aspect of international business: negotiations.

Tells the story of the growing Chinese Navy - The People's Liberation Army Navy (PLAN) - and its expanding capabilities, evolving roles and military implications for the USA. Divided into four thematic sections, this special collection of essays surveys and analyzes the most important aspects of China's navel modernization.