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"Strike hard, retreat, seize a position, reject compromise, and

strike again."

These are common negotiating tactics in a country with a long

history of strategic philosophy. Drawing from the lessons of

China's ancient military classic, Sun Tzu's The Art of War,

Laurence J. Brahm applies these strategies to the foibles and

successes of foreign and Chinese negotiators in China struggling to

bridge cultural gaps in the process of closing deals. This

revealing and humorous book offers a collection of real-life "war

stories" and untold truths about hard knocks at the negotiating

table. It is essential reading for business executives planning

their business strategies for entering the Chinese market, and for

mastering the art of negotiating.

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"Strike hard, retreat, seize a position, reject compromise, and strike again."

These are common negotiating tactics in a country with a long history of strategic philosophy. Drawing from the lessons of China's ancient military classic, Sun Tzu's The Art of War , Laurence J. Brahm applies these strategies to the foibles and successes of foreign and Chinese negotiators in China struggling to bridge cultural gaps in the process of closing deals. This revealing and humorous book offers a collection of real-life "war stories" and untold truths about hard knocks at the negotiating table. It is essential reading for business executives planning their business strategies for entering the Chinese market, and for mastering the art of negotiating.