Updated: 16 Sep 2017
Principal and Agents in Negotiation
In all negotiations, the principle parties are the decision makers and agents are people who represent the interests of the principal decision makers.
Chinese Business Negotiation Concessions
Why should he propose concessions? His behaviour looks perfectly professional and clever to me. It has put the foreign team on the defensive. Nice one. It might also be the case that
Trust Building in a Trilateral China Japan Western Negotiation
This negotiation case is published with permission from Dr Bob March's excellent book "Chinese Negotiator".