China's Negotiating Mindset and Strategies

Historical and Cultural Foundations
1. Auflage 2025
ISBN: 978-1-032-94870-6
Verlag: Taylor & Francis Ltd

Buch, Englisch, 360 Seiten, Format (B × H): 156 mm x 234 mm, Gewicht: 453 g

Reihe: Routledge Studies in Security and Conflict Management

This book analyses 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-Yan and Chinese military strategy are highlighted. The cases of the Belt-and-Road 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.

Zielgruppe

Postgraduate, Professional Reference, and Undergraduate Advanced

Autoren/Hrsg.

Faure, Guy Olivier

Zartman, I. William

Fachgebiete

• Sozialwissenschaften Politikwissenschaft Politische Kultur Staatsbürgerkunde, Staatsbürgerschaft, Zivilgesellschaft
• Geisteswissenschaften Geschichtswissenschaft Weltgeschichte & Geschichte einzelner Länder und Gebietsräume Geschichte einzelner Länder Asiatische Geschichte
• Sozialwissenschaften Politikwissenschaft Militärwesen Nationale und Internationale Sicherheits- und Verteidigungspolitik
• Sozialwissenschaften Politikwissenschaft Internationale Beziehungen Diplomatie
• Wirtschaftswissenschaften Betriebswirtschaft Management Verhandlungen

Inhaltsverzeichnis

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

Über Autor(innen)

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.