Users
Site Sections
Login
Interested in full access to the contents of this site?
Learn more about the benefits of a Management Roundtable membership. Join Today!
http://fasttrack.roundtable.com/app/content/knowledgesource/item/1194
Negotiating and Initiating a Partnership for Co-Innovation in China
A presentation by Lothar Katz, Leadership Crossroads
In this slide presentation, Lothar Katz provides an overview of the background information necessary for negotiating co-innovation partnerships in China. Katz divides the phases of the negotiation into preparation, relationship building, information gathering, bargaining and decision-making, and agreement and closure. He covers the cultural cues and expectations that enable successful negotiations and discusses the bargaining tactics Western firms must expect from their Chinese partners. The presenter discusses, especially, the differing communication styles of Western and Chinese negotiators. Katz also provides helpful references to other resources.
(67 pages)
| Already Have a Login? |
| Forgot Your Password? |
This document is for Management Roundtable members only. Become a member now to gain immediate access to this document.
Benefits of Membership
Management Roundtable is the first and only knowledge service and 100% practitioner-based community of its kind. Connect immediately with the people and information you need to remain competitive. For full listing of Membership benefits, click here.
