China's Negotiating Mindset and Strategies

Guy Olivier Faure is Professor Emeritus at the Sorbonne, Paris, and the China Europe International Business School, Shanghai, and President of the Diplomatic School of Brussels. He has authored/co-authored and edited 23 books and over 140 articles.I. William Zartman is Jacob Blaustein Distinguished Professor Emeritus of International Organization and Conflict Resolution at The Johns Hopkins University-SAIS, Washington DC, and founding member of the Processes of International Negotiation (PIN) Program in Geneva (GCSP) and Abu Dhabi (AGDA). He has authored and co-authored two dozen works on negotiation and on African politics.

• 1. Introduction 2. The Essence of Chinese Negotiation and the Chinese Mindset PART I: Cultural Foundations 3. Chinese Board Games as Metaphors of Chinese Strategy 4. The Confucian Approach To Negotiation 5. Yin-Yang Chinese Negotiation Dance 6. Tai Chi and Chinese Negotiation Behavior PART II: Concepts in Action 7. Playing Power the Chinese Way 8. Friends and Foes 9. The Role of Face in Negotiations In China 10. The Language of Negotiation PART III: Negotiating Business Relations 11. Business Negotiations 12. Changing Priorities Driving China-U.S. Trade Negotiations 13. Chinese Characteristics in EU Trade Negotiations PART IV: Negotiating Geopolitics 14. The Belt and Road to the Near-Abroad and Central Asia 15. A Tale of Two Approaches: Negotiating China-ASEAN Relationships 16. The South China Sea 17. Unraveling the Chinese Mindset in the East China Sea 18. Negotiations Across The Taiwan Straits 19. Chinese Strategic Pragmatism vs Indian Brahmanical Idealism 20. Russian Perspectives on Chinese Negotiating Behavior: A Research Note 21. China’s Negotiating Strategy in Africa PART V: Tying the Two Together 22. Chinese Mindset and Strategies: Inferences 23. Practicing the Mindset