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About Andrew Hupert

Andrew is consultant based in Shanghai who has been working with the Greater China market since 1991. His specializes in helping new China entrants with sales management, marketing and negotiation. Contact him here.

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Archive for December, 2007

5 Chinese Negotiating Styles

Wednesday, December 12th, 2007

Management consultants and academics who look at negotiation sometimes place counterparties on a matrix of 2 dimensions – concern for others’ goals and concern for one’s own goal. 
 Competitive negotiators care only about their own needs and nothing for the counterparties.  They are Win-Lose negotiators.
 Accommodators are those that care more about their counterparty’s needs than their […]

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