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