Contents -- Foreword -- INTRODUCTION The Anatomy of a Negotiation in China -- Frontline Negotiations -- Backdoor Liaison -- PART I 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 -- PART II 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 -- PART III 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 Conquerthe 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 Campand Win the Confidence of the Enemy -- STRATEGY 35 Lead Your Adversary to Chain Together Their Warships -- STRATEGY 36 Retreat is the Best Option -- Glossary -- Annex I -- Annex II.