22724144

9780756710057

Chinese Negotiating Behavior : Pursuing Interests Through 'Old Friends'

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  • ISBN-13: 9780756710057
  • ISBN: 0756710057
  • Publication Date: 2001
  • Publisher: DIANE Publishing Company

AUTHOR

Solomon, Richard H., Freeman, Charles W., Jr.

SUMMARY

After two decades of hostile confrontation, China & the U.S. initiated negotiations in the early 1970s to normalize relations. Senior officials of the Nixon, Ford, Carter, & Reagan admin. soon learned that their counterparts from the PRC were skilled negotiators. This study of Chinese negotiating behavior explores the ways that senior officials of the PRC -- Mao Zedong, Zhou Enlai, Deng Xiaoping, & others -- managed these high-level political negotiations with their new Amer. "old friends." It follows the negotiating process step by step, & concludes with guidelines for dealing with Chinese officials. Extensive bibliography.Solomon, Richard H. is the author of 'Chinese Negotiating Behavior : Pursuing Interests Through 'Old Friends'', published 2001 under ISBN 9780756710057 and ISBN 0756710057.

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