Rajesh Kumar, Verner Worm, "International Negotiation in China and India: A Comparison of the Emerging Business Giants"
Palgr ave Mac millan | 2012 | ISBN: 0230245943 | 200 pages | PDF | 1,4 MB
In recent years China and India, have captured the world's attention and many foreign investors are now seeking to capitalize on opportunities in these countries. Yet, negotiation in India and China poses its own set of challenges for foreign investors and they will need to be shrewd, patient, and exercise perseverance if they are to succeed in these markets. The authors highlight the key differences between the two societies and show how these differences affect the negotiating style in each culture. These differences have had a profound impact on their negotiating style and this book analyzes the key aspects of such a style and the most appropriate strategies for negotiating in these environments.