Doing Business in China

By: Laurence J. Brahm

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Synopsis: "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.Negotiating a deal in China requires patience-a well-known Confucian virtue; persistence-something which comes with time; and survival instincts-something that comes with persistence. For both the uninitiated, negotiations in China may come as a culture shock, laced with frustration. For the experience China trade negotiator, it is a never-ending learning process. For both parties, the secret to negotiating in China may well lie in the knowledge of the military ploys described in China's ancient classics.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.