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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 |
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