Chinese Negotiating Style: Commercial Approaches and Cultural Principles

This book examines how the Chinese negotiate contracts and agreements, highlighting the cultural considerations and practical advice for business firms and individual negotiators.

It is based on extensive interviews with Americans and Japanese who have experience negotiating with the Chinese, and it details each step of the negotiating process, from initial contacts to post-agreement responses.

The book emphasizes troubleshooting techniques and the importance of understanding Chinese cultural traits in business negotiations.