Successfully Negotiating In Asia

Author : Patrick Kim Cheng Low
Publisher : Springer Science & Business Media
Page : 183 pages
File Size : 52,8 Mb
Release : 2010-01-15
Category : Business & Economics
ISBN : 9783642046766

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Successfully Negotiating in Asia by Patrick Kim Cheng Low Pdf

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.

Author : Kim Cheng Patrick Low
Publisher : Springer Nature
Page : 409 pages
File Size : 46,7 Mb
Release : 2020-09-28
Category : Business & Economics
ISBN : 9783030486556

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Successfully Negotiating in Asia by Kim Cheng Patrick Low Pdf

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.

Author : Anonim
Publisher : Unknown
Page : 128 pages
File Size : 52,7 Mb
Release : 1991
Category : Asia
ISBN : UCSD:31822007618754

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Negotiating in Asia by Anonim Pdf

Author : Trade Media Ltd
Publisher : Unknown
Page : 81 pages
File Size : 43,6 Mb
Release : 1994
Category : Asia
ISBN : 9627138584

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Negotiating in Asia by Trade Media Ltd Pdf

Author : Robert Charles Azar
Publisher : Unknown
Page : 326 pages
File Size : 40,8 Mb
Release : 2018-10-29
Category : Corporate culture
ISBN : 1946425214

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Negotiating in Asia by Robert Charles Azar Pdf

East and West-different languages, different cultures, and different expectations in business and negotiating. When purpose, approach, goal, and priorities differ in the negotiation process, challenges are a given. Robert Azar uses his four decades of first-hand Asian business experience not only to clearly define these areas of East-West differences and relate them to deeper cultural insight but also to provide proven, practical methods to arrive at optimal negotiation solutions for maximum success. This book is chock full of insight, practical information, and case examples for any person, experienced or novice, conducting business in Asia markets.

Author : Peter Nixon
Publisher : John Wiley & Sons
Page : 303 pages
File Size : 53,9 Mb
Release : 2012-07-24
Category : Business & Economics
ISBN : 9781118499153

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Negotiation Mastering Business in Asia by Peter Nixon Pdf

The book consolidates the practical tips and concepts that shaped the authors work with organizations and individuals around the world. It is written to allow people to benefit from what hitherto was only available to some of the wealthiest organizations. The ideas presented in this book will help the reader better conduct dialogue with themselves and others leading to optimal outcomes for all. Written for the mass market, this book is a must-read for CEO's and senior staff. It reinvigorates the trainer's approach to interactions with people on all spectrums within the negotiation.

Author : Kaewkamol Karen Pitakdumrongkit
Publisher : Routledge
Page : 190 pages
File Size : 54,5 Mb
Release : 2015-10-30
Category : Business & Economics
ISBN : 9781317613978

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Negotiating Financial Agreement in East Asia by Kaewkamol Karen Pitakdumrongkit Pdf

Every international negotiation bears a risk of collapse, as even among like-minded countries, different players often have different priorities and interests. This can result in conflict as states clash over certain agreement details, and their disputes can escalate and founder the entire negotiation, missing an opportunity to realize potential initiatives. However, other circumstances have witnessed the cases of successful deals. This begets a puzzle: What did these states do to salvage their talks and seal their deals? This book examines East Asian financial negotiation processes and seeks to explain why some negotiations are successful despite the risk of bargaining failure. Using the Chiang Mai Initiative Multilateralization (CMIM) talks as the case study, the book analyses how states with little prior experience at dealing with certain aspects of an agreement manage to avert negotiation failure and successfully conclude their final deal. Using extensive archival research, in-depth interviews with involved negotiators and experts, and process-tracing method, it reconstructs the making of the CMIM agreement. The multi-country analysis reveals the roles played by key actors, namely China, Japan, South Korea, Indonesia, Malaysia, and Thailand, in shaping the agreement terms. The book goes on to argue that preventing a stalemate or succeeding in concluding arrangements like the CMIM is a product of various strategies and tactics employed by negotiators. These include employing bargaining strategies and tactics that help avoid a negotiation deadlock, and assessing the conditions under which such strategies and tactics are likely - or unlikely - to achieve the objective of avoiding bargaining failure. As a study of East Asian economic negotiation processes, this book will be of huge interest to students and scholars of East Asian cooperation and regionalism as well as finance, international business, international relations and international political economy.

Author : Marc Helmold,Tracy Dathe,Florian Hummel,Brian Terry,Jan Pieper
Publisher : Springer Nature
Page : 366 pages
File Size : 44,8 Mb
Release : 2020-01-21
Category : Social Science
ISBN : 9783030334833

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Successful International Negotiations by Marc Helmold,Tracy Dathe,Florian Hummel,Brian Terry,Jan Pieper Pdf

This book describes how international negotiations can be conducted in a structured, professional and effective manner. It also offers recommendations based on examples of successful negotiations from both economically leading countries such as the USA, China and Japan, as well as smaller countries such as the Netherlands, Israel and Morocco. Providing practically relevant experiences from middle and top management positions in different business sectors, the contributors focus on all elements of negotiations, spanning from preparation, execution, strategies and tactics to non-verbal communication and psychological factors. Moreover, the chapters offer detailed introductions to more than 25 countries around the globe, which can be used as a reference guide to doing business in the specific contexts.

Author : Benoliel Michael
Publisher : World Scientific
Page : 536 pages
File Size : 54,9 Mb
Release : 2014-09-16
Category : Business & Economics
ISBN : 9789814556965

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Negotiation Excellence: Successful Deal Making (2nd Edition) by Benoliel Michael Pdf

Negotiation Excellence: Successful Deal Making is written by leading negotiation experts from top-rated universities in the US and in Asia and its objective is to introduce readers to the theory and best practices of effective negotiation. The book includes chapters ranging from: preparing and planning for successful negotiations; building relationships and establishing trust between negotiators; negotiating creatively to create mutual value and win-win situations; understanding and dealing with negotiators from different cultures; to managing ethical dilemmas.In addition to emphasizing the link between theory and practice, the book includes deal examples such as: Renault-Nissan alliance; mega-merger between Arcelor and Mittal Steel; Kraft Foods' acquisition of Cadbury PLC, Walt Disney Company's negotiation with the Hong Kong government; and Komatsu, a Japanese firm's negotiation with Dresser, an American firm.Following the success of the first edition, the second edition re-emphasizes the spirit of linking theory to practice with two new chapters on emotions in negotiation and the Indian negotiation style.

Author : Anthony Reid,Yangwen Zheng
Publisher : Unknown
Page : 272 pages
File Size : 42,9 Mb
Release : 2009-11-30
Category : History
ISBN : UCSD:31822037441748

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Negotiating Asymmetry by Anthony Reid,Yangwen Zheng Pdf

Though wary of China’s rapid rise, her neighbors have considerable experience of dealing with unequal power without surrendering their autonomy. For its part, China has a long memory of unequal or "tributary" relations and a relatively brief and turbulent experience of working within the current useful fiction of "sovereign equality" in international relations. The emerging pattern will have to take account of the great discrepancy in economic and military power between the future China and her neighbours, and of how such asymmetry can be managed peacefully. Negotiating Asymmetry explores how the real or imagined norms governing past relations may shape China’s future position in the region by considering how relationships have changed over the past two centuries. The volume argues that neither the "Chinese world order" of tribute relations nor the Westphalia model of sovereign equality ever operated effectively in Asia, but suggests that the past does offer strong indicators about the shape of a new order in Asia.

Author : Van Zandt
Publisher : Unknown
Page : 128 pages
File Size : 55,7 Mb
Release : 1970-01-01
Category : Electronic
ISBN : 0000706132

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How to Negotiate in Japan by Van Zandt Pdf

Author : Joseph A. Camilleri,Sven Schottmann
Publisher : Routledge
Page : 209 pages
File Size : 47,8 Mb
Release : 2013
Category : Political Science
ISBN : 9780415625265

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Culture, Religion and Conflict in Muslim Southeast Asia by Joseph A. Camilleri,Sven Schottmann Pdf

By examining the sometimes surprising and unexpected roles that culture and religion have played in mitigating or exacerbating conflicts, this book explores the cultural repertoires from which Southeast Asian political actors have drawn to negotiate the pluralism that has so long been characteristic of the region. Focusing on the dynamics of identity politics and the range of responses to the socio-political challenges of religious and ethnic pluralism, the authors assembled in this book illuminate the principal regional discourses that attempt to make sense of conflict and tensions. They examine local notions of "dialogue," "reconciliation," "civility" and "conflict resolution" and show how varying interpretations of these terms have informed the responses of different social actors across Southeast Asia to the challenges of conflict, culture and religion. The book demonstrates how stumbling blocks to dialogue and reconciliation can and have been overcome in different parts of Southeast Asia and identifies a range of actors who might be well placed to make useful contributions, propose remedies, and initiate action towards negotiating the region's pluralism. This book provides a much needed regional and comparative analysis that makes a significant contribution to a better understanding of the interfaces between region and politics in Southeast Asia.

Author : Roger Fisher,William Ury,Bruce Patton
Publisher : Houghton Mifflin Harcourt
Page : 242 pages
File Size : 44,9 Mb
Release : 1991
Category : Business & Economics
ISBN : 0395631246

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Getting to Yes by Roger Fisher,William Ury,Bruce Patton Pdf

Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.

Author : Pervez N. Ghauri,Jean-Claude Usunier
Publisher : Emerald Group Publishing
Page : 548 pages
File Size : 48,9 Mb
Release : 2003-09-30
Category : Business & Economics
ISBN : 0080442935

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International Business Negotiations by Pervez N. Ghauri,Jean-Claude Usunier Pdf

Provides an understanding about the impact of culture and communication on international business negotiations. This work explores the problems faced by Western managers while doing business abroad and offers guidelines for international business negotiations. It also focuses on an important aspect of international business: negotiations.

Author : Alice D. Ba
Publisher : Stanford University Press
Page : 344 pages
File Size : 54,7 Mb
Release : 2009-03-26
Category : Political Science
ISBN : 9780804776301

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(Re)Negotiating East and Southeast Asia by Alice D. Ba Pdf

This book seeks to explain two core paradoxes associated with the Association of Southeast Asian Nations (ASEAN): How have diverse states hung together and stabilized relations in the face of competing interests, divergent preferences, and arguably weak cooperation? How has a group of lesser, self-identified Southeast Asian powers gone beyond its original regional purview to shape the form and content of Asian Pacific and East Asian regionalisms? According to Alice Ba, the answers lie in ASEAN's founding arguments: arguments that were premised on an assumed regional disunity. She demonstrates how these arguments draw critical causal connections that make Southeast Asian regionalism a necessary response to problems, give rise to its defining informality and consensus-seeking process, and also constrain ASEAN's regionalism. Tracing debates about ASEAN's intra- and extra-regional relations over four decades, she argues for a process-driven view of cooperation, sheds light on intervening processes of argument and debate, and highlights interacting material, ideational, and social forces in the construction of regions and regionalisms.