Overview

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.

Full Product Details

Author:   Patrick Kim Cheng Low
Publisher:   Springer-Verlag Berlin and Heidelberg GmbH & Co. KG
Imprint:   Springer-Verlag Berlin and Heidelberg GmbH & Co. K
Edition:   2010 ed.
Dimensions:   Width: 15.50cm , Height: 1.20cm , Length: 23.50cm
Weight:   1.030kg
ISBN:  

9783642046759

ISBN 10:   3642046754
Pages:   183
Publication Date:   04 February 2010
Audience:   Professional and scholarly ,  Professional & Vocational
Replaced By:   9783030486549
Format:   Hardback
Publisher's Status:   Active
Availability:   Awaiting stock  
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Table of Contents

What is Negotiation? - Introduction - Definition of Negotiation - Skilled Negotiators Seek to Build Common Ground - Over-winning Is Bad! - Checkpoint. - Negotiation, the Relationship Way - Pre-Negotiation Stage - Post-Negotiation Stage - Relating and Writing Persuasively to Influence OP - Checkpoint. - Preparation and Planning - Set Your Goals - Know Yourself - Decide Who’s to Negotiate - Prepare for Your Appearance, Dressing and Manners - Preparing for Negotiating with Someone from Another Culture - Special Mention on Indonesia – Capitalising 'Flexibility' - Sun Tzu, the Art of War and Negotiation. - Process versus Content - The Process of Negotiation - The Content of Negotiation. - Some Sure-fire Negotiating Techniques and Tactics - Negotiation Techniques and Tactics - The Dangers of Verbal Agreements. Chinese Strategies and Tactical Ways - Fu Lu Shuo (Wealth, Prosperity and Longevity) - Taichi and Negotiation - The Thirty-six Strategems of Ancient China - Chinese Warring Gods And Their Ways In Negotiation - Concluding Remarks. - Japanese Strategies & Tactical Ways - Negotiation, the Way of the Samurai - Applying Aikido In Negotiations: Becoming a Better Negotiator. - Indian Negotiation Strategies and Tactical Ways - The Indian Kathakalli Dance and Negotiation - The Hindu Trinity - Hanuman and Negotiation - Bhagavad Gita and the Art of Negotiation - Some Practical Tips. - Negotiation and The Martial Arts, Mastering the Art of Effective Persuasion, The Asian Perspective - Similarities of Martial Arts and Successful Negotiation Ways. - Deadlock Breaking and Concession making/ giving - Why Deadlocks Occur? - Concession-making and Giving Principles. - Epilogue - The Golden Rule - Remove 'Demand' from Our Vocabulary - You Don’t Have To Be Disagreeable to Disagree -Treat People with Fairness, Decency and Respect - Relieve Tension, Begin Conversation with Pleasantries - Show Personal Interest - Develop a Partnership.- Checkpoint.

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