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Negotiations in China provides a holistic overview of the institutional, organisational and cultural issues that underpin successful business negotiations in China. The text is supported by examples and analysis drawn from actual high level business negotiations by leading international companies with China State Owned Enterprises. It also explo
List of contents
Author¿EUR¿s Notes, About the Author, Preface, Acknowledgements, Part I The Context of Negotiations in China, Chapter 1: China Negotiation Models, Chapter 2: China Business Negotiation Processes, Chapter 3: China Business Negotiation Cultures,
Part II Negotiation Team Selection and Preparations, Chapter 4: Selection of Team for Business Negotiations in China, Chapter 5: Preparations for Business Negotiations in China,
Part III The Negotiation Cycle and Stages, Chapter 6: China Business Negotiation Opening Stages, Chapter 7: China Business Negotiation Stages and Progress, Chapter 8: China Business Negotiation Final Stages,
Part IV China Joint Venture Negotiations & Establishment, Chapter 9: China Joint Venture Agreements Negotiations, Chapter 10: China Joint Venture Post Negotiation Implementation,
Bibliography, Glossary, Index
About the author
Henry K. H. Wang is a senior executive and an international adviser, author and speaker with extensive global business experience. He is President of Gate International Ltd and director of various companies. He is a former director of Shell China and SABIC in Riyadh. He has been invited to advise leading international agencies, companies and universities globally and speaks regularly at international conferences, leading universities and business schools. He is a Fellow of the Royal Society of Arts FRSA and a Fellow of Institute of Chemical Engineering, UK. His first book,
Successful Business Dealings & Management with China Oil, Gas & Chemical Giants, was published in 2013 and his second book,
Energy Markets in Emerging Economies: Strategies for Growth, was published in 2016.
Summary
Negotiations in China provides a holistic overview of the institutional, organisational and cultural issues that underpin successful business negotiations in China. The text is supported by examples and analysis drawn from actual high level business negotiations by leading international companies with China State Owned Enterprises. It also explo
