This thesis examines the negotiation tactics used by the Chinese government during official negotiations for free trade agreements.Research suggests that China has a unique negotiation style that contrasts sharply with that of the West.This style of negotiation has been heavily influenced by China's philosophical roots such as Confucianism and Taoism,as well as its ancient military texts like The Art of War and the 36 Stratagems.Since the formation of the People's Republic of China to today,these...

【文章頁數(shù)】：67 頁

【學(xué)位級(jí)別】：碩士

【文章目錄】：
Abstract
Introduction
    Background of this Study
    Philosophical foundation
    Negotiation tactics
        Guarded
        Zero-sum
        Harmonious
        Patience
    Process
        Pre-negotiation
        Opening Moves
        Period of Assessment
    Uniqueness to China
Research Questions and Methodology
    Research Questions
        RQ: What tactics does China use when negotiating free trade agreements?
    Research Methods
    Case Study: The Negotiation of the Australia-China Free Trade Agreement
    Research Significance
    Limitations of this Study
Literature Review
    PRC negotiations
    Business negotiations
    Process
    Characteristics
    Furthering the Study
Case Study: The Australia-China Free Trade Agreement
    Context
    Substantive Topics
        Structure of FTA; Negative List vs. Positive List
        Market Access in Goods: Agriculture and Manufacturing
        Government Procurement
        Intellectual Property
    Rules of Origin
Round-by-round breakdown
    First round-May 23, 2005-Beijing
    Second round-August 22-24, 2005-Beijing
    Third round-November 2-4, 2005-Beijing
    Fourth round-February 27-March 2, 2006-Canberra
    Fifth round-May 22-24, 2006-Beijing
    Sixth Round-August 31-September 6, 2006-Beijing
    Seventh Round-December 11-15, 2006-Canberra
    Eighth round-March 26-30, 2007-Beijing
    Ninth round-June 18-22, 2007-Beijing
    Tenth round-October 22-26, 2007 - Canberra
    Eleventh round-June 16-20, 2007-Beijing
    Twelfth round-September 22-26, 2008-Canberra
    Thirteenth round-December 1-5, 2008-Beijing
    Fourteenth round-February 24-26, 2010-Canberra
    Fifteenth round-June 28-30, 2010-Beijing
    Sixteenth round-July 5-7, 2011-Canberra
    Seventeenth round-November 22-24, 2011-Beijing
    Eighteenth round-March 19-21, 2012
    Twentieth round-May 5-8, 2014-Canberra
    Twenty-first round-September 1-5, 2014-Beijing
Analysis
    Pre-negotiation Phase
    Agenda Setting
    Harmony
    Guarded and probing
    Small concessions
    Zero-sum
    Patience
Results
    Positive List
    Market Access in Goods: Agriculture
    Government Procurement
    Rules of Origin
Conclusion
References
Acknowledgements



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