S/B/43. Guide to Successful Negotiating within Chinese Culture

This paper looks at the affects of culture on the negotiating process. The format will be of an educational document for business people who are intending to deal with the Chinese in any form of business negotiation ranging from single deal meetings through to longer-term relationships such as the creation of partnerships or subsidiaries. The paper will look briefly at the Chinese economy and how culture affects daily life, give a view of sound generic negotiating techniques, examine how culture affects techniques and styles of negotiation and concludes by giving the business person 10 best practice ?tipsŽ for negotiating with the Chinese.