Negotiating China

The Chinese have a long tradition of negotiation and use their skills deliberately and effectively. Carolyn Blackman draws on intensive case studies and her clear cultural understanding to reveal the tactics, conscious or unconscious, used by the Chinese, to explain why those tactics are used, and to suggest how you might respond to them.

If your're dealing with the Chinese, whether in business, travel or even cultural exchange, Negotiating China will put you in a better position to accomodate their concerns and achieve your result.

What a wonderful read this is! Carolyn Blackman certainly knows the China scene.This is going to be a very valuable work.

Lucian W Pye, Mit, Author Of Chinese Commercial Negotiating Style

.a map, a compass, a signposted path, in accessible, anecdotal and research-backed prose.

Stephen Fitzgerald, Chairman, Asia-Australia Institute

.a thorough and diagnostic overview of negotiation in an intriguing theatre.

Roland Williams, Chairman And Ceo, Shell Australia

. lots of insightful observations and good advice for any new negotiator. For the old hand, I guarantee it will bring back some fond memories.

Darren Oh, Vice President East Asia, Pepsi-Cola International

.a deeply informative primer for dealing with China and the Chinese, rich in anecdotes and revealing in its preceptions.

Tony Walker, China Correspondent, Financial Times

.an essential read for anyone thinking of doing business in China.practical, instructive and above all entertaining. Don't even think of leaving home without it.

Bill O'Shea, President, Australia-China Chamber Of Commerce And Industry