Negotiation Topics: Chinese

  1. Working with North Americans
    1. Initial Fact-Finding Phase
      1. H. Chen (Xinju, Taiwan)
      2. T. Zhuang (Shanghai, China)
      3. J. Zhang (Heilongjiang, China)
      4. C. Mu (Chengdu, China)
    2. Win-Win Situations
      1. T. Chiang (Shang Dong, China)
      2. S. Wan (Wuhan, China)
      3. P. Chong (Taipei, Taiwan)
      4. J. Zhang (Heilongjiang, China)
    3. Reacting to Initial Resistance
      1. H. Chen (Xinju, Taiwan)
      2. C. Zheng (Hunan, China)
      3. J. Zhang (Heilongjiang, China)
      4. S. Cheng (Shanghai, China)
    4. Reformulating Strategies
      1. C. Zheng (Hunan, China)
      2. T. Zhuang (Shanghai, China)
      3. R. Zhang (Shanghai, China)
      4. C. Mu (Chengdu, China)
    5. Ratification from Superiors
      1. H. Shi (Xiamen, China)
      2. S. Cheng (Shanghai, China)
      3. C. Zheng (Hunan, China)
      4. X. Li (Shanghai, China)
    6. Follow-Up after Negotiations
      1. H. Chen (Xinju, Taiwan)
      2. R. Zhang (Shanghai, China)
      3. P. Chong (Taipei, Taiwan)
      4. X. Li (Shanghai, China)
    7. Logistical and Emotional Needs
      1. C. Zheng (Hunan, China)
      2. R. Zhang (Shanghai, China)
      3. S. Cheng (Shanghai, China)
      4. C. Mu (Chengdu, China)
    8. International vs. Corporate Style
      1. H. Chen (Xinju, Taiwan)
      2. W. Zhang (Beijing, China)
      3. C. Zheng (Hunan, China)
      4. Y. Deng (Guiyang, China)
    9. Stereotype: Pushy American
      1. W.  Lo (Hong Kong, China)
      2. J. Li (Shanghai, China)
      3. J. Chen (Nantou, Taiwan)
      4. J. Wu (Xian, China)
    10. Stereotype: Short-Termed Focused
      1. W. Lo (Hong Kong, China)
      2. W. Wang (Shenyang, China)
      3. A. Ho (Raised in Hawaii, Taiwan)
      4. X. Qi (Shanghai, China)
    11. Stereotype: Limited Cultural Knowledge
      1. W. Lo (Hong Kong, China)
      2. H. Chang (Hsinchu, Taiwan)
      3. J. Chen (Nantou, Taiwan)
      4. R. Tao (Lan Zhou, China)
    12. Stereotype: Always in a Hurry
      1. P. Chong (Taipei, Taiwan)
      2. Y. Liu (Shanghai, China)
      3. K. Huang (Hsinchu, Taiwan)
      4. X. Qi (Shanghai, China)
    13. Stereotype: Litigious in Nature
      1. W. Lo (Hong Kong, China)
      2. W. Zhu (Yunnan, China)
      3. J. Chen (Nantou, Taiwan)
      4. J. Li (Shanghai, China)

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