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- 2006103428 contributor B10472023.
- 2006103428 contributor B10472024.
- 2006103428 created "2007.".
- 2006103428 date "2007".
- 2006103428 date "2007.".
- 2006103428 dateCopyrighted "2007.".
- 2006103428 description "Includes bibliographical references (p. 271-276).".
- 2006103428 description "Introduction -- How the Chinese negotiate -- Chinese and foreign businesspeople: mutual views -- Well-managed negotiations: the individual approach -- Well-managed negotiations: the team approach -- Long-term negotiations -- Bargaining over price -- The central role of Guanxi -- The thirty-six stratagems -- Building trust and relationships -- Coaching negotiators in strategic skills -- The twelve-step process for planning negotiations -- The strategic negotiation process -- The calm despite the storm -- Building strategic friendships: a few last pointers -- Zeroing in on success -- Appendix; managing translators and interpreters -- Notes -- Bibliography -- Acknowledgments -- A final note from the authors.".
- 2006103428 extent "279 p. ;".
- 2006103428 identifier "9784770030283".
- 2006103428 identifier 2006103428.html.
- 2006103428 issued "2007".
- 2006103428 issued "2007.".
- 2006103428 language "eng".
- 2006103428 publisher "Tokyo ; New York : Kodansha International,".
- 2006103428 spatial "China.".
- 2006103428 subject "658.4/0520951 22".
- 2006103428 subject "HD58.6 .M364 2007".
- 2006103428 subject "National characteristics, Chinese.".
- 2006103428 subject "Negotiation in business China.".
- 2006103428 tableOfContents "Introduction -- How the Chinese negotiate -- Chinese and foreign businesspeople: mutual views -- Well-managed negotiations: the individual approach -- Well-managed negotiations: the team approach -- Long-term negotiations -- Bargaining over price -- The central role of Guanxi -- The thirty-six stratagems -- Building trust and relationships -- Coaching negotiators in strategic skills -- The twelve-step process for planning negotiations -- The strategic negotiation process -- The calm despite the storm -- Building strategic friendships: a few last pointers -- Zeroing in on success -- Appendix; managing translators and interpreters -- Notes -- Bibliography -- Acknowledgments -- A final note from the authors.".
- 2006103428 title "The Chinese negotiator : how to succeed in the world's largest market / Robert M. March, Su-hwa Wu.".
- 2006103428 type "text".