Doing Business in China
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The Sun Tzu Way
"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.
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.
About the Author
Laurence J. Brahm is a political economist and lawyer who has spent his entire career involved with China, specializing in structuring and negotiating investments on behalf of multinationals. He has written extensively on China's legal, financial, and monetary reforms. He lives in Beijing, where he is Managing Director of Naga Group, a company providing advisory services to Fortune 500 companies and other multinationals on China investments, and where he has more recently established Red Capital Studio, pioneering multimedia productions.
Paperback book, 155 pages