Doing Business in China: Sun Tzu's "The Art of War" as a Means of Understanding How the Chinese Do Business (ISBN 9780804835312) txt umd azw3 下载 fb2 pdf 在线 免费

"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 market, and for mastering the art of

negotiating.

Foreword

Preface

Introduction: A Day in the Life of a Negotiator

PART 1 Sun Tzu's Art of Negotiating

  Getting Started

  The Strategical Attack

  Opening Negotiations

  Solving Disputes

  The Final Stages

PART II Preparations for Negotiations

  Finding a Consultant

  Bringing along Your Lawyer

  Losing Your Accountant

  Enter the CEO

PART III Sun Tzu's Art of War

  Chapter  1: Strategic Assessments

  Chapter  2: Waging War

  Chapter  3: Attack by Stratagem

  Chapter  4: Disposition of Military Strength

  Chapter  5: Use of Energy

  Chapter  6: Weaknesses and Strengths

  Chapter  7: Manoeuvring

  Chapter  8: Variation of Tactics

  Chapter  9: On the March

  Chapter 10: Terrain

  Chapter 11: The Nine Varieties of Ground

  Chapter 12: Attack by Fire

  Chapter 13: Use of Spies

Appendices

Appendix I: Brief History of Sun Tzu's Art of War

Appendix ll: Sun Tzu's Most Famous Lesson

Glossary

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"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 market, and for mastering the art of negotiating.