In "The Art of "doing" Business in China," author Laurence J.
Brahm applies Sun Tzu's "Art of War," the ultimate guru's statement
of military strategy, and the "Thirty-six Strategies," a collection
of sayings which capsulize strategic prowess in ancient Chinese
history, to modern-day negotiating situations in China, both
commercial and political. The stories in the book, all based on
actual happenings, will not only amuse but will provide hope to the
many foreigners engaged in the often drawn-out and frustrating
process of negotiating a deal in China.
Negotiating a deal in China requires patience-a well-known
Confucian virtue; persistence-something which comes with time; and
survival instincts-something acquired through persistence. For the
uninitiated, negotiations in China may come as a culture shock,
laced with frustration. For the experienced China trade negotiator,
it is a never-ending learning process. For both parties, the secret
to negotiating in China may well lie in a knowledge of the military
ploys described in China's ancient classics.
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