Strategic negotiating with Chinese


guy faure

Professor Guy Olivier Faure has authored, co-authored and edited 23 books and over 140 articles. His works have been published in twelve different languages. He is referenced in the Diplomat’s Dictionary published by the National Defence University Press, Washington, 1997. He is a member of the editorial boards of two major scientific book series: International Negotiation (Brill Academic Publishers); Advances in Group Decision and Negotiation (Springer). Professor Faure is a member of the editorial board of the three major international journals dealing with international relations, theory and paractice: International Negotiation (Washington), Negotiation Journal (Harvard), and Group Decision and Negotiation (New York).

Publications on China and Chinese issues (non exhaustive list)

• Chinese Business Negotiations: closing the deal. In Zartman I.W.: Closure: How Negotiations End. Cambridge University Press. To be published (2018).

• The Macartney Embassy to China. In Vivet E.. Negotiations of Yesterday, Lessons for Today. To be published 2018.

• In Search of Negotiations in the South China Sea Dispute (with I. William Zartman). The Journal of Political Risk: Anatomy of the South China Sea Conflict. Vol. IV.

• Modernization with Chinese Characteristics: Sinicizing an Alien Model (with Rolf Cremer). Quarterly Journal of Chinese Studies.Vol.5 (2), Autumn 2017, 26-41.

• China in Central Asia: Negotiating Cooperation for Mutual Benefits. In Hampson F. and Troitskiy M.: Tug of War: Negotiating Security in Eurasia. CIGI/McGill University Press, 2017.

• Informal mediation in China. Conflict Resolution Quarterly, 29, 1, 85-99, 2011.

• La Chine et la Culture du Droit. In: P. Meerts, From Peace to Justice: Culture and International Law. The Hague Academic Publishers, Cambridge University Press, 97- 104, 2008.

• Changing Chinese values: Keeping up with paradoxes. (With T. Fang) International Business Review, issue 2, 2008.

• Chinese Society and its new Emerging Culture. Journal of Contemporary China, Denver, CO, Vol. 17, No 56, 2008.

• Les négociations en Chine. In Philippe Béraud, Guy Olivier Faure et Jean-Louis Perrault, Négociation internationale et pratique des affaires en Chine. Paris, Maisonneuve et Larose, 2007, 31- 53.

• Negotiated risks across cultures: joint ventures in China. In R. Avenhaus and G. Sjöstedt, Negotiated Risks: International Talks on Hazardous Issues. Berlin, Springer, 2009, 307-331.

• Négociation internationale et pratique des affaires en Chine (avec Philippe Béraud et Jean-Louis Perrault). Paris, Maisonneuve et Larose, 2007.

• Stratégies chinoises de négociation. Agir, Revue générale de Stratégie, 2006.

• Les joint-ventures en Chine et leur négociation. In Béraud Philippe, Changeur Sophie, La Chine dans la mondialisation. Marchés et stratégies, Paris, Maisonneuve et Larose, 2006.

• Converging trends between Chinese and European cultures. The third Euro- China Forum: Europe and China: Towards a new relationship. The County Administrative Board of Stockholm. 2004, 67- 72.

• Guoji tanpan: wenhua yinsu (国际谈判 :文化因素) in Guoji Tanpan (国际谈判 ), Beijing, Huaxia Publishing House, 2004 (北京: 华夏).

• Verhandeln als Kampfspiel- Das chinesische Beispiel, in H. Kordes, H. Nicklas, B. Müller, Handbusch: Intercultureller Wandel. Frankfurt/Main, Campus, 2005.

• Les re-négociations dans le cadre des joint-ventures sino-étrangères opérationnelles, in La négociation : regards sur sa diversité (Paris, Publibook, 2005).

• Westliche Unterhändler im Interkulturellen Feld: Die Chinesische Erfahrung, in H. Merkens, J. Demorgon, G. Gebauer: Kulturelle Barrieren im Kopf, Frankfurt am Main, Campus, 2004, 90-112.

• China: New values in a changing society, in J. S. Matutes (ed.), El Despertar de la Nueva China. Madrid, Catarata, 2003, 340-346.

• How People Negotiate: The Resolution of Conflicts in Different Cultures. Dordrechts, The Netherlands, Kluwer Academic Publishers, 2003.

• Chinese Culture and Negotiation: Strategies for Handling Stalemates, (with Ding Y.) In Alon I. (Ed.), Chinese Culture, Organizational Behavior, and International Business Management. Westport, CT, Praeger, 2003, 85- 98.

• Negotiating for setting up joint ventures in the Caspian region: Lessons from the Chinese experience. PIN Points, Laxenburg, Austria, 19, 2002.

• Wen Hua Yu Tan Pan (Culture and Negotiation), China Social Science Documentation Publishing House, Chinese Academy of Social Sciences, Beijing, 2001.

• Negotiating in China: The cultural dimension, EU-China News, Beijing, 15, nov.- dec. 2001.

• Joint Ventures in China and their negotiation, in Kremenyuk and Sjöstedt (eds), International Economic Negotiation. Northampton, Mass., Edward Elgar Publishers, 2000.

• Negotiation for Setting up Joint Ventures in China. International Negotiation, Vol.5, 1, 2000, 157-189.

• Traditional Conflict Management in Africa and China, in Zartman I.W., Traditional Cures for Modern Conflicts : African Conflict Medicine, Boulder (Colorado), Lynne Rienner Publishers, 2000.

• L’approche chinoise de la négociation : stratégies et stratagèmes. Gérer et Comprendre, Annales des Mines, Juin 1999, 36-48.

•  Négociation d’affaires : Chine. Le MOCI, Paris, n° 1399-1400, Juillet 1999.

• Négocier avec les Occidentaux : la conception chinoise, in Demorgon J. & Gebauer G. (eds), Cultures et entreprises : du national au mondial. Paris, Anthropos, 1999.

• The Cultural Dimension of Negotiation: The Chinese Case. Group Decision and Negotiation, Kluwer Academic Publishers, vol.9, n°3, 1999.

• Management interculturel et négociations internationales : former à la négociation en Chine, in Demorgon J. et Lipiansky E.M., Guide de l’interculturel en formation. Paris, Editions Retz, 1999, 299-308.

• Research on Negotiation in China. PIN Points, Laxenburg, Austria, 8, 1995, 5-6.

• Interculturel et négociation internationale. Les Cahiers de l’ENSPTT, 9, Sept. 1998, 61-64.

• Chinese Negotiators : Profiles and Behaviors (with D. Chen). Journal of Euro-Asian management, vol.3, n°2, 1997, 31-52.

• La négociation: situations et problématiques (avec Mermet L., Touzard H., Dupont C.). Paris, Editions Dunod, 2000.

• Overcoming Negotiation Deadlocks in Business : Lessons from the Chinese (with D. Chen). The SIETAR International Journal (Vermont, USA), vol. 1, n° 2, 1999, 73-94.

• Negotiation: The Chinese Concept. Negotiation Journal, vol.14, n°2, 1998, 137-148.

• Zhongwai hezi tanpan yaoling (Sino-Foreign joint ventures negotiations: critical points) International Business Administration, Beijing, 7, 1996.

• Yingxiang qiye guoji tanpan de kua wenhua yinsu, (Cultural issues in negotiations between Chinese and foreign enterprises), (with W. Wang). International Economic Review, Chinese Academy of Social Sciences, Beijing, 9-10, 1996.

• Research on Negotiation in China. PIN Points, Laxenburg, Austria, 8, 1995, 5-6.

• La négociation chinoise: aspects cognitifs et stratégiques. Paris, Intercultures, 29/30, 1995, 7-24.

• Chine: la négociation d’une co-entreprise. (avec A. Faure-Bouteiller), Paris, C.P.A. Management. Juin 1995, 30-35 .

• Nonverbal Negotiation in China. Negotiation Journal. Vol.11, N°1, 1995, 11-18.

• When Chinese Companies Negotiate with their Government. (with D. Chen), Organization Studies, Vol.16, n°1, 1995, 27-54.

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