Chinese Negotiators: Tradition and Modernity

In: International Negotiation
Guy Olivier Faure Processes of International Negotiation Program, German Institute of Global and Area Studies Neuer Jungfernstieg 21, 20354 Hamburg Germany

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Since China opened to the outside world in 1978, Chinese negotiators have made considerable changes in the ways they consider negotiation, strategies to implement action, and tactics used. The underlying values of their practice have also undergone a notable evolution. However, there are dimensions which remain stable and constitute the core of what could be defined as the deep “Chineseness” of these negotiators. This essay provides insight into Chinese negotiation practice and its evolution.

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