Discovery Publisher


The Art of Doing Business in China • L. Brahm | Discovery Publisher
Discovery Publisher is a multimedia editor whose mission is to inspire and support personal transformation, spiritual growth and awakening.
Discovery Publisher, China, Business, Strategy, Sun Tzu, Art of War, about china economy, ancient china economy, australia china business, best business in china, better business bureau china, business card printing china, business cards china, business cards in china, business china awards, business china singapore, business cities in china, business communication in china, business connect china, business customs in china, business days in china, business dress in china, business etiquette china, business etiquette in china, business fair in china, business for sale china, business for sale in china, business from china, business gifts china, business gifts in china, business greetings in china, business hours in china, business in china, business intelligence china, business internships in china, business jobs in china, business law in china, business laws in china, business leadership in china, business license china, business license in china, business management in china, business manners in china, business meetings in china, business negotiation in china, business negotiations in china, business norms in china, business of china, business partners in china, business plan china, business practices in china, business protocol in china, business registration china, business registration in china, business regulations in china, business relationships in china, business risk in china, business setup in china, business structure in china, business tax china, business tax in china, business to china, business tour to china, business trends in china, business trip china, business trip to china, business trips to china, business universities in china, business week china, business with china, businesses for sale in china, businesses in china, canada china business, canadian business in china, china and business, china and economy, china and the global economy, china better business bureau, china business, china business articles, china business association, china business blog, china business brokers, china business cards, china business center, china business centre, china business cities, china business city, china business contacts, china business customs, china business daily, china business database, china business etiquette, china business fair, china business for sale, china business group, china business guide, china business handbook, china business intelligence, china business invitation letter, china business journal, china business knowledge, china business law, china business license, china business link, china business magazine, china business network, china business newspaper, china business partners, china business plan, china business practices, china business registration, china business registry, china business regulations, china business report, china business review, china business service, china business services, china business solutions, china business strategy, china business tax, china business tax rate, china business times, china business tours, china business trip, china business trust, china business update, china business website, china business week, china business weekly, china business world, china businesses, china economies, china economy, china economy 2010, china economy 2011, china economy 2020, china economy analysis, china economy graph, china economy growth, china economy news, china economy overview, china economy report, china economy size, china economy statistics, china economy system, china economy today, china fastest growing economy, china for business, china future economy, china global economy, china growing economy, china in business, china in the global economy, china in the world economy, china laws for foreign business, china market economy, china market economy status, china mobile business, china world economy, china-usa business review, chinas economy, conducting business in china, economy china, economy for china, economy in china, economy of the china, family business in china, foreign business in china, from china business, from multiple china business, growth of china economy, history of china economy, how to conduct business in china, how to make business in china, how to make business with china, india and china economy, india china business, india china economy, internet business in china, looking for business partners in china, making business in china, market economy china, multiple china business, new business in china, news about china economy, news china economy, news on china economy, registering a business in china, retail business in china, singapore china business association, somali business in china, study business in china, successful business in china, teach business english in china, teach business in china, teaching business english in china, the china business review, the china economy, the economy in china, the economy of china, what is china economy, what is the economy of china, wine business in china, women in business in china, www.china, business, youth business china
portfolio_page-template-default,single,single-portfolio_page,postid-15576,bridge-core-1.0.5,,qode-page-loading-effect-enabled,side_area_uncovered_from_content,qode-content-sidebar-responsive,qode-child-theme-ver-1.0.0,qode-theme-ver-18.1,qode-theme-bridge,qode_header_in_grid,wpb-js-composer js-comp-ver-6.2.0,vc_responsive

The Art of Doing Business
in China

``The Secret To Negotiating In China May Very Well Lie
 In A Knowledge Of The Military Ploys Described
 In China's Ancient Classics...``



In The Art of “doing” Business in China, author Laurence J. Brahm applies Sun Tzu’s Art of War, the ultimate guru’s statement of military strategy, and the Thirty-six Strategies, a collection of sayings which capsulize strategic prowess in ancient Chinese history, to modern-day negotiating situations in China, both commercial and political. The stories in the book, all based on actual happenings, will not only amuse but will provide hope to the many foreigners engaged in the often drawn-out and frustrating process of negotiating a deal in China.

  • Negotiating a deal in China requires patience—a well-known Confucian virtue; persistence—something which comes with time; and survival instincts—something acquired through persistence. For the uninitiated, negotiations in China may come as a culture shock, laced with frustration. For the experienced China trade negotiator, it is a never-ending learning process. For both parties, the secret to negotiating in China may well lie in a knowledge of the military ploys described in China’s ancient classics.
The Art of Doing Business in China, Laurence Brahm
The Art of Doing Business in China, Laurence Brahm


  • Foreword


  • The Anatomy of a Negotiation in China
  • Friendship and Mutual Understanding
  • Frontline Negotiations
  • Backdoor Liaison


  • 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
  • The Dog Acts Fierce When the Master is Present
  • Obedience is Better Than a Show of Respect


  • The Art of Negotiating in China
  • China Hands
  • Sleeping in the Same Bed but Dreaming Different Dreams
  • The Art of Saying “Yes”
  • Contractual Protection
  • Developing a Legal System—from Scratch
  • Protracted Negotiations
  • Knowing Your Counterpart


  • The 36 Traditional Martial Strategies
  • STRATEGY 1: Cross the Sea by Deceiving the Sky
  • STRATEGY 2: Besiege Wei to Rescue Zhao
  • STRATEGY 3: Kill with a Borrowed Knife
  • STRATEGY 4: Relax and Wait for the Adversary to Tire Himself Out
  • STRATEGY 5: Loot a Burning House
  • STRATEGY 6: Make a Feint to the East while Attacking in the West
  • STRATEGY 7: Create Something out of Nothing
  • STRATEGY 8: Pretend to Advance down One Path while Taking Another Hidden Path
  • STRATEGY 9: Watch the Fire Burning from across the River
  • STRATEGY 10: Conceal a Dagger in a Smile
  • STRATEGY 11: Sacrifice the Plum for the Peach
  • STRATEGY 12: Take away a Goat in Passing
  • STRATEGY 13: Beat the Grass to Startle the Snake
  • STRATEGY 14: Raise a Corpse from the Dead
  • STRATEGY 15: Lure the Tiger out of the Mountain
  • STRATEGY 16: Let the Adversary off in Order to Snare Him
  • STRATEGY 17: Cast a Brick to Attract a Jade
  • STRATEGY 18: To Catch Bandits. Nab Their Ringleader First
  • STRATEGY 19: Remove the Fire from under the Cauldron
  • STRATEGY 20: Catch Fish from Troubled Waters
  • STRATEGY 21: The Cicada Sheds Its Shell
  • STRATEGY 22: Fasten the Door to Catch a Thief
  • STRATEGY 23: Befriend a Distant State while Attacking a Neighboring State
  • STRATEGY 24: Borrow a Safe Passage to Conquer the Kingdom of Guo
  • STRATEGY 25: Steal the Beams and Pillars and Replace Them with Rotten Timber
  • STRATEGY 26: Point at the Mulberry but Curse the Locust
  • STRATEGY 27: Play Dumb
  • STRATEGY 28: Remove the Ladder after Your Ascent
  • STRATEGY 29: Decorate the Tree with Fake Blossoms
  • STRATEGY 30: Turn Yourself into a Host from Being a Guest
  • STRATEGY 31: Use a Beauty to Ensnare a Man
  • STRATEGY 32: Open the Gate of an Undefended City
  • STRATEGY 33: Use Your Adversary’s Spies to Sow Discord in Your Adversary’s Camp
  • STRATEGY 34: Inflict Pain on Yourself in Order to Infiltrate Your Adversary’s Camp and in the Confidence of the Enemy
  • STRATEGY 35: Lead Your Adversary to Chain Together Their Warships
  • STRATEGY 36: Retreat is the Best Option


  • Glossary


  • Chronology of Chinese Dynasties


  • Foreign Investors’ Guide to Maotai Avoidance


0 0 vote
Article Rating
Would love your thoughts, please comment.x