In recent years China and India have captured the world's
imagination and many foreign investors are now seeking to
capitalize on opportunities in these countries. Yet, negotiation in
India and China poses its own set of challenges for foreign
investors and they will need to be shrewd, patient, and exercise
perseverance if they are to succeed in these markets. The authors
highlight the key differences between the two societies and show
how these differences affect the negotiating style in each culture.
The two countries differ in many respects. China is a Confucian
based society while India's cultural legacy is that of Hinduism.
China is an authoritarian state while India is democratic. China
was never subject to foreign domination of the sort that India
experienced. These differences have had a profound impact on their
negotiating style and this book analyses the key aspects of such a
style and the most appropriate strategies for negotiating in these
environments.
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