This book analyses the mindset with which China enters into negotiations, and applies these insights into contemporary arenas of Chinese activity around the world.
This book analyses the mindset with which China enters into negotiations, and applies these insights into contemporary arenas of Chinese activity around the world.
The volume presents and analyses the historical and cultural foundations of Chinese thinking as used in the practice of present-day negotiation. It begins by addressing the essence of Chinese negotiations and the Chinese mindset, turning to a section that presents the cultural foundations of that mindset and strategy. The concepts of Confucianism, Taoism, Yin-Yan and Chinese military strategy are highlighted. The cases of the Belt-and-Road and the South and East China Seas are examined to show the application of these concepts, with one addressing business and economic negotiations and the other examining cases of negotiation in geopolitics. Finally, a synthesis of what has been learned is presented, which will contribute to negotiation theory and ultimately will help Western practitioners contemplating negotiation with Chinese diplomats and businesses, as well as being a basis for policy analysts’ understanding of Chinese practices in international relations.
This book will be of much interest to students of international negotiation, foreign policy, business studies and International Relations, as well as practitioners and policymakers.
1. Introduction
2. The Essence of Chinese Negotiation and the Chinese
Mindset PART I: Cultural Foundations
3. Chinese Board Games as Metaphors of
Chinese Strategy
4. The Confucian Approach To Negotiation
5. Yin-Yang Chinese
Negotiation Dance
6. Tai Chi and Chinese Negotiation Behavior PART II:
Concepts in Action
7. Playing Power the Chinese Way
8. Friends and Foes
9.
The Role of Face in Negotiations In China
10. The Language of Negotiation
PART III: Negotiating Business Relations
11. Business Negotiations
12.
Changing Priorities Driving China-U.S. Trade Negotiations
13. Chinese
Characteristics in EU Trade Negotiations PART IV: Negotiating Geopolitics
14.
The Belt and Road to the Near-Abroad and Central Asia
15. A Tale of Two
Approaches: Negotiating China-ASEAN Relationships
16. The South China Sea
17.
Unraveling the Chinese Mindset in the East China Sea
18. Negotiations Across
The Taiwan Straits
19. Chinese Strategic Pragmatism vs Indian Brahmanical
Idealism
20. Russian Perspectives on Chinese Negotiating Behavior: A Research
Note
21. Chinas Negotiating Strategy in Africa PART V: Tying the Two
Together
22. Chinese Mindset and Strategies: Inferences
23. Practicing the
Mindset
Guy Olivier Faure is Professor Emeritus at the Sorbonne, Paris, and the China Europe International Business School, Shanghai, and President of the Diplomatic School of Brussels. He has authored/co-authored and edited 23 books and over 140 articles.
I. William Zartman is Jacob Blaustein Distinguished Professor Emeritus of International Organization and Conflict Resolution at The Johns Hopkins University-SAIS, Washington DC, and founding member of the Processes of International Negotiation (PIN) Program in Geneva (GCSP) and Abu Dhabi (AGDA). He has authored and co-authored two dozen works on negotiation and on African politics.
