Doing Business in China: Sun Tzu's "The Art of War" as a Means of Understanding How the Chinese Do Business: Sun Tzu's "The Art of ... How the Chinese Do Business: The Sun Tzu Way - Softcover

Brahm, Laurence J.

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9780804835312: Doing Business in China: Sun Tzu's "The Art of War" as a Means of Understanding How the Chinese Do Business: Sun Tzu's "The Art of ... How the Chinese Do Business: The Sun Tzu Way

Softcover

ISBN 10: 0804835314 ISBN 13: 9780804835312

Publisher: Tuttle Publishing, 2004

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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.

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Synopsis:

Drawing from the lessons of Chinas ancient military classic, Sun Tzus Art of War, Laurence J. Brahm applies these 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 anthology offers a collection of real-life negotiating war stories and untold truths about hard-life knocks at the negotiating table.

About the Author:

Laurence J. Brahm is a political economist and lawyer who has spent his entire career involved with China, specializing in structuring and negotiating investments on behalf of multinationals. He lives in Beijing. He is the author of When Yes Means No! (or Yes or Maybe).

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