Successfully Negotiating in Asia

2010
ISBN: 978-3-642-42449-6
Verlag: Springer

Buch, Englisch, 183 Seiten, Paperback, Format (B × H): 155 mm x 235 mm, Gewicht: 318 g

Successful negotiation requires a close understanding of their partner’s culture, their feelings, habits and values. When planning to do business with suppliers and other partners in Asia, a thorough preparation is essential to avoid misunderstandings, confrontations and disappointments, and to ensure the mutually desired success.

This book presents a complete communication and negotiation skills program with special focus on negotiation partners from the different regions of the Asian continent. Readers learn to negotiate the Chinese, the Indian or the Japanese way, and they learn to understand the ways Asians negotiate. Written by a cross-border author, both academician and practitioner, with plenty of experience from Eastern and Western cultures, this book is a valuable resource for anyone relying on business success with Asian partners.

Zielgruppe

Professional/practitioner

Autoren/Hrsg.

Kim Cheng Low, Patrick

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Management Verhandlungen
• Sozialwissenschaften Medien- und Kommunikationswissenschaften Kommunikationswissenschaften Interkulturelle Kommunikation & Interaktion
• Wirtschaftswissenschaften Betriebswirtschaft Management Internationales Management

Inhaltsverzeichnis

What Is Negotiation?.- Negotiation, the Relationship Way.- Preparation and Planning.- Process Versus Content.- Some Sure-Fire Negotiation Techniques and Tactics.- Chinese Strategies and Tactical Ways.- Japanese Strategies and Tactical Ways.- Indian Negotiation Strategies and Tactical Ways.- Negotiation and the Martial Arts, Mastering the Art of Effective Persuasion: The Asian Perspective.- Deadlock Breaking and Concession Making.- Epilogue.