Chinese Negotiation Training on Sales Price
Chinese sales price negotiation and bargaining tactics yields hard knock school of training lessons to foreigners who make costly concessions.
Scientists and Bureaucrats - Orientation Issues
This negotiation case is published with permission from Dr Bob March's excellent book "Chinese Negotiator".
Power in a Canadian Trade Negotiation
This negotiation case study shows how a negotiator in a weaker position can successfully use power to craft a superior agreement.