Reuters talks to Prof. A Yan about US-China economic talks

in Global Work, Organizational Behavior, SMG Hot Topics
March 15th, 2010


Aimin YanFor the Reuters article “U.S. aims for long-haul gains in China talks,” journalist Glenn Somerville consults Aimin Yan, Professor of Organizational Behavior at Boston University School of Management and Faculty Director of the International Management Program.  Somerville reports,

Immediate gains from the latest U.S.-China economic talks appear limited, but U.S. officials argue the two sides are making strides towards the goal of getting real results out of complex negotiations.

U.S. Treasury Secretary Henry Paulson said from the outset of the “strategic economic dialogue” he initiated a year ago that identifying and relating to key players was the first step towards putting increasingly entwined U.S.-China ties on a new footing that would keep inevitable tensions in check….

Analysts like Aimin Yan, a professor at Boston University’s School of Management, broadly agree with Paulson’s approach, given that the United States needs China’s low-cost production as much as Beijing wants America’s needy consumers.

“Confrontation and threats won’t work unless you have the dominant bargaining chip,” Yan said. “In business dealings, and international politics alike, you don’t get what you want, even what you feel you deserve. You get what you negotiate.”