Title Chinese negotiating style : commercial approaches and cultural principles / Lucian W. Pye

Published Westport, Conn. : Quorum Books, 1992

Copies

Location	Call no.	Vol.	Availability
MELB	302.30951 Pye/Cns		AVAILABLE

Description xvi, 119 pages ; 25 cm Contents The sources of difficulties -- The ambience of negotiations -- The opening moves -- The substantive negotiating session -- The emotional basis for the Chinese negotiating style -- Some negotiating principles Analysis China Negotiations Notes Rev. ed. of: Chinese commercial negotiating style. c1982 Bibliography Includes bibliographical references and index Subject Negotiation in business -- China. Author Pye, Lucian W., 1921-2008. Pye, Lucian W., 1921-2008. Chinese commercial negotiating style LC no. 91032748 ISBN 0899307248 (alk. paper)

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