El Arte de Hacer Negocios en China: una guía pràctica de la etiqueta de los negocios y estrategias utilizada por los ejecutivos y funcionarios Chinos
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En El Arte de Hacer Negocios en China, Laurence J. Brahm pone en práctica El Arte de la Guerra de Sun Zi, la declaración del mayor gurú de la estrategia militar, y Las Treinta y Seis Estrategias, una colección de dichos que condensa la destreza estratégica heredada de la historia de la China antigua, para resolver situaciones de negociación comerciales o políticas en este país hoy en día. Las anécdotas en el libro, todas basadas en sucesos reales, no sólo son divertidas, sino que también darán esperanza a los muchos extranjeros que se dedican al muchas veces prolongadísimo y frustrante proceso de negociación de un acuerdo en China.
« Negociar un acuerdo en China requiere paciencia, una virtud confuciana conocida; persistencia, algo que viene con el tiempo; y el instinto de supervivencia, algo que se adquiere mediante la persistencia. Los no iniciados pueden experimentar una suerte de choque cultural al emprender negociaciones en China, frustración también. Para el experimentado negociador comercial en China, es un proceso de aprendizaje que nunca se termina. Para ambas partes, el secreto de la negociación en China puede muy bien radicar en un conocimiento de las maniobras militares que se describen en los clásicos chinos antiguos.
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