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Chinese Negotiating Behavior: Pursuing Interests Through Old Friends (Cross-Cultural Negotiation…

Chinese Negotiating Behavior: Pursuing Interests Through Old Friends (Cross-Cultural Negotiation Books)

Author Richard H. Solomon
Publisher United States Institute of Peace
Publication Date 1999-07
Section Economics
Type New
Format Paperback
ISBN 9781878379863

This study of Chinese negotiating behavior explores the ways senior officials of the PRCMao Zedong, Zhou Enlai, Deng Xiaoping, and othersmanaged high-level political negotiations with their new American "old friends." It follows the negotiating process step by step, and concludes with guidelines for dealing with Chinese officials. Originally written for the RAND corporation, portions of this study were declassified and published in 1995 by RAND. This amended edition includes a new introduction, a new essay describing the ways in which Chinese negotiating behavior has and has not changed since the original study, and an updated bibliography.

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