a Introduction -- How the Chinese negotiate -- Chinese and foreign businesspeople: mutual views -- Well-managed negotiations: the individual approach -- Well-managed negotiations: the team approach -- Long-term negotiations -- Bargaining over price -- The central role of Guanxi -- The thirty-six stratagems -- Building trust and relationships -- Coaching negotiators in strategic skills -- The twelve-step process for planning negotiations -- The strategic negotiation process -- The calm despite the storm -- Building strategic friendships: a few last pointers -- Zeroing in on success -- Appendix; managing translators and interpreters -- Notes -- Bibliography -- Acknowledgments -- A final note from the authors.