When Yes Means No! (or Yes or Maybe): How to Negotiate a Deal in China

[color=red]Political economist, lawyer and Beijing resident Brahm reveals, for would-be foreign investors, the complicated negotiating processes of Chinese businessmen. This is designed to be a practical guide, with a series of vignettes illustrative of ancient military maxims (from Sun Tzu's Art of War and the Thirty-six Strategies) that, he says, have remained part and parcel of the Chinese negotiating mentality. He shares cautionary tales of those who have blithely attempted to propose and execute new joint ventures in the East without properly conforming to, or at least understanding, foreign standards. According to Brahm, the Westerner is at great risk if he fails to take.