China's Negotiating Mindset and Strategies

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 analyzes 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-Yang, and Chinese military strategy are highlighted. The cases of the Belt-and-Road Initiative 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.

Autorentext

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.

Inhalt

1. Introduction 2. The Essence of Chinese Negotiation and the Chinese Mindset 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 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 III: Negotiating Business Relations 11. Business Negotiations 12. Changing Priorities Driving China-U.S. Trade Negotiations 13. Chinese Characteristics in EU Trade Negotiations 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. 20. Russian Perspectives on Chinese Negotiating Behavior: A Research Note 21. China's Negotiating Strategy in Africa V: Tying the Two Together 22. Chinese Mindset and Strategies: Inferences **23. Practicing the Mindset