International Negotiation in China and India : A Comparison of the Emerging Business Giants

Negotiation is an important managerial skill. The ability to negotiate across cultures becomes even more challenging due to differences in institutional practices. This book explores how the institutional environment in India and China shapes their negotiating behaviour. Negotiation is an important managerial skill. The ability to negotiate across cultures becomes even more challenging due to differences in institutional practices. This bookexplores how the institutional environment in India and China shapes their negotiating behaviour. In recent years China and India have captured the world's imagination and many foreign investors are now seeking to capitalize on opportunities in these countries. Yet, negotiation in India and China poses its own set of challenges for foreign investors and they will need to be shrewd, patient, and exercise perseverance if they are to succeed in these markets. The authors highlight the key differences between the two societies and show how these differences affect the negotiating style in each culture. The two countries differ in many respects. China is a Confucian based society while India's cultural legacy is that of Hinduism. China is an authoritarian state while India is democratic. China was never subject to foreign domination of the sort that India experienced. These differences have had a profound impact on their negotiating style and this book analyses the key aspects of such a style and the most appropriate strategies for negotiating in these environments "In recent years China and India have captured the world's imagination and many foreign investors are now seeking to capitalize on opportunities in these countries. Yet, negotiation in India and China poses its own set of challenges for foreign investors and they will need to be shrewd, patient, and exercise perseverance if they are to succeed in these markets. The authors highlight the key differences between the two societies and show how these differences affect the negotiating style in each culture. The two countries differ in many respects. China is a Confucian based society while India's cultural legacy is that of Hinduism. China is an authoritarian state while India is democratic. China was never subject to foreign domination of the sort that India experienced. These differences have had a profound impact on their negotiating style and this book analyses the key aspects of such a style and the most appropriate strategies for negotiating in these environments"--Provided by publisher Cover......Page 1 Contents......Page 6 List of Figures......Page 7 Preface......Page 8 1 Culture and Negotiating Practices: The Relevance of the Institutional Perspective......Page 10 2 India and China: A Historical Overview......Page 28 3 The Institutional Environment of India......Page 45 4 The Institutional Environment in China......Page 54 5 Negotiating in the Indian Institutional Environment......Page 75 6 Negotiating in the Chinese Institutional Environment......Page 86 7 Negotiating in India: Some Case Studies......Page 99 8 Negotiating in China: Some Case Studies......Page 125 9 Negotiating Skills in India and China......Page 148 10 Conclusion......Page 156 Notes......Page 158 Bibliography......Page 179 Index......Page 190