Working With Chinese Expatriates In Business Negotiations

This is a study of Chinese expatriates who are working for American clients that seek joint ventures and other business relationships with mainland Chinese business and governmental organizations. The main focus of the study is how these Chinese middlemen and women work to create harmonious business relationships between members of the two very different cultures.

The data and the interpretations will be of keen interest to any American business seeking to conduct joint ventures and other forms of commerce in China. The research will also be of interest to any Chinese organization seeking to work more effectively with Americans. Dr. Lam explains the problems of U.S. and Chinese negotiators-as perceived by Chinese expatriate middlemen-thus bringing a new depth of understanding.

The study shows how Chinese expatriates, acting as middlemen, attempt to establish trust and bridge the cultural differences between U.S. and Chinese negotiators in the pre-negotiation stage as preparation for formal negotiations of joint ventures and cooperative projects. Different types of Chinese expatriates are highlighted and this classification illustrates how each type will act in negotiations and what might hinder them from doing what American clients want or need.

A representative of each type is described in detail at the end of each chapter. Finally, Dr. Lam provides training strategies to Chinese expatriates and American negotiators. Review: .,. this book is a valuable contribution to cross-cultural negotiation literature, especially as it applies to the interface between Chinese and American negotiations in the setting up and managing of IJVs in China.

There is a feeling of veracity to the account- an inside view of the Chinese networks that is not often granted to a wide audience. The book therefore would be valuable for scholars and business practitioners who are interested in what will be one of the formative relationships in the 21st century, that between China and the Untied States. -Journal of Asian Business