When Yes Means No (or Yes or Maybe!) : How to Negotiate Deals in China Book

	Foreword	11
	Introduction: The Anatomy of a Negotiation in China
	Friendship and Mutual Understanding	15
	Frontline Negotiations	17
	Backdoor Liaison	19
Part I	Enter the Dragon: The Etiquette of What to Do and Not Do When Meeting PRC Officials
	When Entering the Province, One Should Follow the Customs	25
	The Dog Acts Fierce When the Master is Present	28
	Obedience is Better Than a Show of Respect	31
Part II	The Art of Negotiating in China
	China Hands	37
	Sleeping in the Same Bed but Dreaming Different Dreams	41
	The Art of Saying "Yes"	43
	Contractual Protection	45
	Developing a Legal System--from Scratch	47
	Protracted Negotiations	49
	Knowing Your Counterpart	51
Part III	The 36 Traditional Martial Strategies
Strategy 1	Cross the Sea by Deceiving the Sky	57
Strategy 2	Besiege Wei to Rescue Zhao	60
Strategy 3	Kill with a Borrowed Knife	63
Strategy 4	Relax and Wait for the Adversary to Tire Himself Out	66
Strategy 5	Loot a Burning House	69
Strategy 6	Make a Feint to the East while Attacking in the West	71
Strategy 7	Create Something out of Nothing	74
Strategy 8	Pretend to Advance down One Path while Taking Another Hidden Path	77
Strategy 9	Watch the Fire Burning from across the River	80
Strategy 10	Conceal a Dagger in a Smile	82
Strategy 11	Sacrifice the Plum for the Peach	84
Strategy 12	Take away a Goat in Passing	87
Strategy 13	Beat the Grass to Startle the Snake	90
Strategy 14	Raise a Corpse from the Dead	92
Strategy 15	Lure the Tiger out of the Mountain	94
Strategy 16	Let the Adversary off in Order to Snare Him	97
Strategy 17	Cast a Brick to Attract a Jade	99
Strategy 18	To Catch Bandits, Nab Their Ringleader First	102
Strategy 19	Remove the Fire from under the Cauldron	106
Strategy 20	Catching Fish from Troubled Waters	108
Strategy 21	The Cicada Sheds Its Shell	111
Strategy 22	Fasten the Door to Catch a Thief	114
Strategy 23	Befriend a Distant State while Attacking a Neighboring State	116
Strategy 24	Borrow a Safe Passage to Conquer the Kingdom of Guo	119
Strategy 25	Steal the Beams and Pillars and Replace Them with Rotten Timber	121
Strategy 26	Point at the Mulberry but Curse the Locust	123
Strategy 27	Play Dumb	125
Strategy 28	Remove the Ladder after Your Ascent	127
Strategy 29	Decorate the Tree with Fake Blossoms	129
Strategy 30	Turn Yourself into a Host from Being a Guest	131
Strategy 31	Use a Beauty to Ensnare a Man	134
Strategy 32	Open the Gate of an Undefended City	136
Strategy 33	Use Your Adversary's Spies to Sow Discord in Your Adversary's Camp	138
Strategy 34	Inflict Pain on Yourself in Order to Infiltrate Your Adversary's Camp and Win the Confidence of the Enemy	140
Strategy 35	Lead Your Adversary to Chain Together Their Warships	142
Strategy 36	Retreat is the Best Option	144
	Glossary	147
	Annex
Annex I	Chronology of Chinese Dynasties	151
Annex II	Foreign Investors' Guide to Maotai Avoidance	157