Chinese Negotiating Behavior

An assessment of the patterns and practices in the ways officials of the People's Republic of China managed high-level political negotiations with the United States.

This book adds a valuable `Chinese voice' to the current Western-dominated forum on Chinese business negotiating style. The book provides the reader with an in-depth socio-cultural understanding of Ch

Whilst past studies have examined when and how negotiations begin, and how wars end, this is the first full-length work to analyze the closing phase of negotiations. It identifies endgame as a definable phase in negotiation, with specific characteristics, as the parties involved sense that the end is in sight and decide whether or not they want to reach it. The authors further classify different types of negotiator behavior characteristic of this phase, drawing out various components, including mediation, conflict management vs resolution, turning points, uncertainty, home relations, amongst others. A number of specific cases are examined to illustrate this analysis, including Colombian negotiations with the FARC, Greece and the EU, Iran nuclear proliferation, French friendship treaties with Germany and Algeria, Chinese business negotiations, and trade negotiations in Asia. This pioneering work will appeal to scholars and advanced students of negotiation in international relations, int

China's recent reforms have led to unprecedented economic growth; if this continues, China will be able to turn its great potential power into actual power. The result could be, in the very long term,

How precisely do the Chinese negotiate contracts and other agreements? Do they follow conventions similar to those of Europeans? To the Japanese? Is there a pattern or style to their negotiations? Th

In contrast to many recent works on Muslim societies, which point to an increasing ‘de-culturalization’ and ‘purification’ of Islamic practices, this engaging study probes deeply into the nexus betwee

This book sheds insight into financial decision making and lays down the major biases in human behavioral decision making, such as over-confidence, naïve extrapolation, attention, risk aversion, and h

This book sheds insight into financial decision making and lays down the major biases in human behavioral decision making, such as over-confidence, naïve extrapolation, attention, risk aversion, and h

This book offers an empirical comparison of Chinese and Indian international strategic behavior. It is the first study of its kind, filling an important gap in the literature on rising Indian and Chinese power and American interests in Asia. The book creates a framework for the systematic and objective assessment of Chinese and Indian strategic behavior in four areas: (1) strategic culture; (2) foreign policy and use of force; (3) military modernization (including defense spending, military doctrine and force modernization); and (4) economic strategies (including international trade and energy competition). The utility of democratic peace theory in predicting Chinese and Indian behavior is also examined. The findings challenge many assumptions underpinning Western expectations of China and India.

This book offers an empirical comparison of Chinese and Indian international strategic behavior. It is the first study of its kind, filling an important gap in the literature on rising Indian and Chinese power and American interests in Asia. The book creates a framework for the systematic and objective assessment of Chinese and Indian strategic behavior in four areas: (1) strategic culture; (2) foreign policy and use of force; (3) military modernization (including defense spending, military doctrine and force modernization); and (4) economic strategies (including international trade and energy competition). The utility of democratic peace theory in predicting Chinese and Indian behavior is also examined. The findings challenge many assumptions underpinning Western expectations of China and India.

The rare and endangered Chinese alligator has long held a prominent place in Chinese culture and mythology. Here John Thorbjarnarson and Xiaoming Wang, who have been at the forefront of efforts to co

Sixteen essays, many drawn from the Journal of Contemporary China , also edited by Zhao (international studies, U. of Denver), explore whether emerging Chinese foreign policies can add weight to one

The impact of Chinese culture can be felt in all areas of business and management in China, from Chinese firms to Western companies. This edited volume integrates contributions from multiple disciplin

The crisis of masculinity surfaced and converged with the crisis of the nation in the late Qing, after the doors of China were forced open by Opium Wars. The power of physical aggression increasingly overshadowed literary attainments and became a new imperative of male honor in the late Qing and early Republican China. Afflicted with anxiety and indignation about their increasingly effeminate image as perceived by Western colonial powers, Chinese intellectuals strategically distanced themselves from the old literati and reassessed their positions vis-à-vis violence. In Mastery of Words and Swords: Negotiating Intellectual Masculinities in Modern China, 1890s–1930s, Jun Lei explores the formation and evolution of modern Chinese intellectual masculinities as constituted in racial, gender, and class discourses mediated by the West and Japan. This book brings to light a new area of interest in the “Man Question” within gender studies in which women have typically been the focus. To fully r

This book documents the findings of a 3-year longitudinal study on the quality of family life, personal well-being and risk behavior in Chinese adolescents in Hong Kong. It presents the profiles of qu

In Chinese societies where both “money” and “gender” confer power, can a woman’s economic success relative to her husband’s bring about a more equal division of household labor? Lui’s qualitative stud

Negotiating Religion in Modern China traces the history of the Chinese state's relationship with religion from 1900 to 1937. The revolutionary regime condemned religious practice in the early twentiet

Studies of Sino-Viet relations have traditionally focused on Chinese aggression and Vietnamese resistance, or have assumed out-of-date ideas about Sinicization and the tributary system. They have limited themselves to national historical traditions, doing little to reach beyond the border. Ming China and Vietnam, by contrast, relies on sources and viewpoints from both sides of the border, for a truly transnational history of Sino-Viet relations. Kathlene Baldanza offers a detailed examination of geopolitical and cultural relations between Ming China (1368–1644) and Dai Viet, the state that would go on to become Vietnam. She highlights the internal debates and external alliances that characterized their diplomatic and military relations in the pre-modern period, showing especially that Vietnamese patronage of East Asian classical culture posed an ideological threat to Chinese states. Baldanza presents an analysis of seven linked biographies of Chinese and Vietnamese border-crossers whos

The gap between those living in the city and those in the countryside remains one of China's most intractable problems. As this powerful work of grassroots history argues, the origins of China's rural-urban divide can be traced back to the Mao Zedong era. While Mao pledged to remove the gap between the city worker and the peasant, his revolutionary policies misfired and ended up provoking still greater discrepancies between town and country, usually to the disadvantage of villagers. Through archival sources, personal diaries, untapped government dossiers and interviews with people from cities and villages in northern China, the book recounts their personal experiences, showing how they retaliated against the daily restrictions imposed on them while traversing between the city and the countryside. Vivid and harrowing accounts of forced and illicit migration, the staggering inequity of the Great Leap Famine and political exile during the Cultural Revolution reveal how Chinese people foug

Moving beyond the superficial discussions of how girls and boys exhibit hostility differently, this insightful study explores the social context of ?mean” behavior in young women. Examining the inters

The strike of a praying mantis's forelegs is so fast that, once they are set in motion, the mantis cannot control its aim. How does it ever manage to catch a fly? A moth negotiating the night air hear

In On Saving Face, Michael Keevak traces the Western reception of the Chinese concept of “face” during the past two hundred years, arguing that it has always been linked to nineteenth-century colonialism. “Lose face” and “save face” have become so normalized in modern European languages that most users do not even realize that they are of Chinese origin. “Face” is an extremely complex and varied notion in all East Asian cultures. It involves proper behavior and the avoidance of conflict, encompassing every aspect of one’s place in society as well as one’s relationships with other people. One can “give face,” “get face,” “fight for face,” “tear up face,” and a host of other expressions. But when it began to become known to the Western trading community in China beginning in the middle of the nineteenth century, it was distorted and reduced to two phrases only, “lose face” and “save face,” both of which were used to suggest distinctly Western ideas of humiliation, embarrassment, honor, a

The crisis of masculinity surfaced and converged with the crisis of the nation in the late Qing, after the doors of China were forced open by Opium Wars. The power of physical aggression increasingly overshadowed literary attainments and became a new imperative of male honor in the late Qing and early Republican China. Afflicted with anxiety and indignation about their increasingly effeminate image as perceived by Western colonial powers, Chinese intellectuals strategically distanced themselves from the old literati and reassessed their positions vis-à-vis violence. In Mastery of Words and Swords: Negotiating Intellectual Masculinities in Modern China, 1890s–1930s, Jun Lei explores the formation and evolution of modern Chinese intellectual masculinities as constituted in racial, gender, and class discourses mediated by the West and Japan. This book brings to light a new area of interest in the “Man Question” within gender studies in which women have typically been the focus. To fully r

Since the end of the Cold War, China has experienced several notable interstate crises: the 1999 'embassy bombing' incident, the 2001 EP-3 mid-air collision with a United States aircraft, and the Diaoyu/Senkaku dispute with Japan. China's response to each incident, however, has varied considerably. Drawing from a wealth of primary sources and interviews, this book offers a systematic analysis of China's crisis behavior in order to identify the factors which determine when Chinese leaders decide to escalate or scale down their response to crises. Inspired by prospect theory - a Nobel Prize-winning behavioral psychology theory - Kai He proposes a 'political survival prospect' model as a means to understand the disparities in China's behavior. He argues that China's response depends on a combination of three factors that shape leaders' views on the prospects for their 'political survival status', including the severity of the crisis, leaders' domestic authority, and international pressure

This book studies Chinese opposites. It uses a large corpus (GigaWord) to trace the behavior of opposite pairings’ co-occurrence, focusing on the following questions: In what types of constructions, f

This is the first monograph in English on how China’s agricultural collectivization began. In 1953, the Chinese Communist Party launched a system of agricultural collectivization to lean the countrysi

This is the first monograph in English on how China’s agricultural collectivization began. In 1953, the Chinese Communist Party launched a system of agricultural collectivization to lean the countrysi

Since the end of the Cold War, China has experienced several notable interstate crises: the 1999 'embassy bombing' incident, the 2001 EP-3 mid-air collision with a United States aircraft, and the Diaoyu/Senkaku dispute with Japan. China's response to each incident, however, has varied considerably. Drawing from a wealth of primary sources and interviews, this book offers a systematic analysis of China's crisis behavior in order to identify the factors which determine when Chinese leaders decide to escalate or scale down their response to crises. Inspired by prospect theory - a Nobel Prize-winning behavioral psychology theory - Kai He proposes a 'political survival prospect' model as a means to understand the disparities in China's behavior. He argues that China's response depends on a combination of three factors that shape leaders' views on the prospects for their 'political survival status', including the severity of the crisis, leaders' domestic authority, and international pressure

A sweeping examination of contemporary Chinese consumer behavior explains the complex differences between Chinese and Western culture while revealing how marketers and businesses can take advantage of