"Doing Business in China--The Sun Tzu Way provides valuable insight for those looking to succeed in China. Laurence Brahm has put his years of experience into an easy-to-read book that will serve as a valuable tool for anyone entering the world’s most complex and fastest growing market."

--Scott Kronick, Managing Director, Ogilvy Public Relations Worldwide, China

"Strike hard, retreat, seize a position, reject compromise, and strike again" these are common negotiating tactics in a country which has a long history of martial strategy. Drawing from the lessons of China’s ancient military classic, Sun Tzu’s The Art of War, author Laurence J. Brahm applies these ancient strategies to the negotiations faced by foreign businessmen in China as they attempt to close major business deals with their Chinese counterparts. This revealing and humorous book offers a range of real-life negotiating "war stories" and surprising insights into the tactics used by Chinese officials at the dinner table as well as the negotiating table. It is essential reading for executives who are contemplating entering the China market, as well as for those already there who wish to master the art of negotiating with the Chinese.

Foreword

Preface

Introduction: A Day in the Life of a Negotiator

  PART 1

  Sun Tzu’s Art of Negotiating

Getting Started

The Strategical Attack

Opening Negotiations

Solving Disputes

The Final Stages

  PART II

  Preparations for Negotiations

Finding a Consultant

Bringing along Your Lawyer

Losing Your Accountant

Enter the CEO

  PART III

  Sun Tzu’s Art of War

Chapter 1: Strategic Assessments

Chapter 2: Waging War

Chapter 3: Attack by Stratagem

Chapter 4: Disposition of Military Strength

Chapter 5: Use of Energy

Chapter 6: Weaknesses and Strengths

Chapter 7: Manoeuvring

Chapter 8: Variation of Tactics

Chapter 9: On the March

Chapter 10: Terrain

Chapter 11: The Nine Varieties of Ground

Chapter 12: Attack by Fire

Chapter 13: Use of Spies

  Appendices

Appendix I: Brief History of Sun Tzu’s Art of War

Appendix II: Sun Tzu’s Most Famous Lesson

  Glossary