Negotiations in China provides a holistic overview of the institutional, organisational and cultural issues that underpin successful business negotiations in China. The text is supported by examples and analysis drawn from actual high level business negotiations by leading international companies with China State Owned Enterprises. It also explores the fierce competition between multinationals and China state-owned companies and their respective different negotiation strategies. Negotiations in China is an important, insider’s guide to the strategy and practice of negotiating in China.