Comments on: Sub Zero-Sum Game Negotiations in China

By: ???? Jay Abraham ??????????????????

???? Jay Abraham ?????????????????? — Wed, 13 Oct 2010 13:55:43 +0000

[...] Sub Zero-Sum Game Negotiations in China [...]

By: ????????????????????????

???????????????????????? — Tue, 12 Oct 2010 10:38:10 +0000

[...] ?? Andrew Hupert???????????????????????? ?Sub Zero-Sum Game Negotiations in China?? ??????? ????????????????? [...]

By: Clara Muriel Ruano

Clara Muriel Ruano — Tue, 21 Sep 2010 09:17:37 +0000

Really interesting negotiating concept. It would be good to add to the article a lose-lose negotiation case study to illustrate the concept.
I’ve also had a bit of trouble to understand how the 5 factors (which are good knowledgeable advice) will prevent the “sub-zero” outcome… when the initial assumption is that what they look for is your business loss (even if they need to have a small loss themselves)…
I understand from the article how those factors will help avoid IP or know-how theft (factor 1), market access blockage (factor 2) … but it still sounds like win-lose. … Factors 3 & 5 will give insights on what to expect about timing … but I do not see how they prevent the sub-zero outcome…
And I honestly do not agree with point 4. I think companies who are serious about entering the Chinese market value China access as a key part of the deal….and know how difficult it is…. (maybe I misunderstood that one)

By: World Cup afterthought : why China team is not there? « Once in the blue moon

Sun, 11 Jul 2010 11:06:30 +0000

[...] always go with win-win and make the pie bigger (which I totally agree with a great article about zero-sum game negotiations in China that shared by my friend the other [...]

By: skyywise

skyywise — Sat, 10 Jul 2010 13:35:30 +0000

Is there a term like Distributive or Integrative for these Lose-Lose negotiations? Such as Destructive or perhaps Vindictive?

By: Tweets that mention Sub-zero sum game negotiating in China | Chinese Negotiation -- Topsy.com

Fri, 09 Jul 2010 16:11:00 +0000

[...] This post was mentioned on Twitter by Greg Anderson, ChinaSolved and AndrewShanghai. AndrewShanghai said: ChineseNegotiation Post: Sub zero-sum game negotiation. If you win then they lose… http://ht.ly/29hHt [...]