Business Negotiations in China: Strategy, Planning and Management

Business Negotiations in China provides a holistic overview of the institutional, organisational and cultural issues that underpin successful business negotiations in China.

Good negotiation strategies and management are essential for establishing successful business deals and new ventures in China. The author addresses the current key issues and risks, high level business management, planning, innovative approaches and modern negotiation strategies. The text opens with a review of the evolution of key negotiation models that have been use in China right up to the most current. This is followed by an analysis of the various negotiation frameworks and processes being undertaken in China; their similarities and differences with other global negotiation processes. Alongside the negotiation itself, the author provides advice on: selection of the negotiation team and the various strategic roles within it; the detailed preparations and analysis required prior to starting negotiations in China; effective management strategies for each of the various stages of negotiation to achieve successful, sustainable outcomes.

Business Negotiations in China is supported by examples and analysis drawn from actual high level business negotiations by leading international companies with China State Owned Enterprises. It also explores the fierce competition between multinationals and China state-owned companies and their respective different negotiation strategies. This book is an important, indispensable insider’s guide to the strategy and practice of negotiating in China and is relevant to professionals, academics, researchers and students alike.

About the Authors

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.