Overview
- Demonstrates success pathways into useful negotiating methods to apply in Asia
- Elaborates on Chinese, Japanese and Indian cultural sensitivities and negotiation methods
- Offers intercultural insights into establishing the 'relationship-way' of negotiations
Part of the book series: Management for Professionals (MANAGPROF)
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About this book
Successful negotiation requires understanding your counterpart’s culture, their feelings, habits and values. When planning to do business with suppliers and other partners in Asia, thorough preparation is essential in order to avoid misunderstandings, confrontations and disappointments, and to ensure the mutually desired success.
This book offers a comprehensive guide to communication, argumentation, and negotiation by demonstrating success pathways with a focus on specific types of negotiator or negotiation partner from the different regions of the Asian continent. Readers will learn to negotiate the Chinese, the Indian and the Japanese way, and come to understand how Asians approach negotiations. Written by a truly international author, both academic and practitioner, with extensive experience in both Eastern and Western cultures, this book offers a valuable resource for anyone who relies on successfully negotiating with Asian partners.
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Table of contents (15 chapters)
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Bibliographic Information
Book Title: Successfully Negotiating in Asia
Book Subtitle: 36 Success Pathways to Arguing Well and Dealing with Various Negotiator Types
Authors: Kim Cheng Patrick Low
Series Title: Management for Professionals
DOI: https://doi.org/10.1007/978-3-030-48655-6
Publisher: Springer Cham
eBook Packages: Business and Management, Business and Management (R0)
Copyright Information: Springer Nature Switzerland AG 2020
Hardcover ISBN: 978-3-030-48654-9Published: 29 September 2020
Softcover ISBN: 978-3-030-48657-0Published: 30 September 2021
eBook ISBN: 978-3-030-48655-6Published: 28 September 2020
Series ISSN: 2192-8096
Series E-ISSN: 2192-810X
Edition Number: 2
Number of Pages: XV, 400
Number of Illustrations: 52 b/w illustrations
Additional Information: Originally published by Springer-Verlag Berlin Heidelberg, Berlin, 2010
Topics: Emerging Markets/Globalization, Intercultural Communication, Business Strategy/Leadership