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Pye examines each step in the traditionally long negotiating process, from the first contacts to the responses after agreements have been reached. With an emphasis on cultural considerations and troubleshooting techniques, Pye gives solid, practical advice for business firms and individual negotiators. While the emphasis is on practical business negotiations, anyone concerned with Chinese culture will find much to ponder in this book.
Pye examines each step in the traditionally long negotiating process, from the first contacts to the responses after agreements have been reached. With an emphasis on cultural considerations and troubleshooting techniques, Pye gives solid, practical advice for business firms and individual negotiators. While the emphasis is on practical business negotiations, anyone concerned with Chinese culture will find much to ponder in this book.
LUCIAN W. PYE, one of the nation's leading authorities on the politics of Asian countries, is Ford Professor of Political Science at the Massachusetts Institute of Technology, and former President of the American Political Science Association.
Preface
Summary
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
Index
Erscheinungsjahr: | 1992 |
---|---|
Fachbereich: | Wirtschaft International |
Genre: | Importe, Wirtschaft |
Rubrik: | Recht & Wirtschaft |
Medium: | Buch |
Inhalt: | Gebunden |
ISBN-13: | 9780899307244 |
ISBN-10: | 0899307248 |
Sprache: | Englisch |
Einband: | Gebunden |
Autor: | Pye, Lucian |
Hersteller: | Praeger |
Verantwortliche Person für die EU: | Libri GmbH, Europaallee 1, D-36244 Bad Hersfeld, gpsr@libri.de |
Maße: | 240 x 161 x 12 mm |
Von/Mit: | Lucian Pye |
Erscheinungsdatum: | 18.02.1992 |
Gewicht: | 0,379 kg |
LUCIAN W. PYE, one of the nation's leading authorities on the politics of Asian countries, is Ford Professor of Political Science at the Massachusetts Institute of Technology, and former President of the American Political Science Association.
Preface
Summary
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
Index
Erscheinungsjahr: | 1992 |
---|---|
Fachbereich: | Wirtschaft International |
Genre: | Importe, Wirtschaft |
Rubrik: | Recht & Wirtschaft |
Medium: | Buch |
Inhalt: | Gebunden |
ISBN-13: | 9780899307244 |
ISBN-10: | 0899307248 |
Sprache: | Englisch |
Einband: | Gebunden |
Autor: | Pye, Lucian |
Hersteller: | Praeger |
Verantwortliche Person für die EU: | Libri GmbH, Europaallee 1, D-36244 Bad Hersfeld, gpsr@libri.de |
Maße: | 240 x 161 x 12 mm |
Von/Mit: | Lucian Pye |
Erscheinungsdatum: | 18.02.1992 |
Gewicht: | 0,379 kg |