Risk and Uncertainty in Chinese-American Negotiation.
American and Chinese negotiators view uncertainty in opposite ways. Chinese negotiators consider uncertainty to be an insurmountable obstacle, and tend to respond defensively by halting all forward...
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Negotiate Lower Risk in China
Western negotiators in China can lower their risk with smarter negotiation techniques. Negotiating in China used to be about reducing costs, but since the crash of 2008 it has been about accessing the...
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