Successfully Negotiating in Asia: 36 Success Pathways to Arguing Well and Dealing with Various Negotiator Types (Management for Professionals)

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. Front Matter ....Pages i-xv What Is Negotiation? (Kim Cheng Patrick Low)....Pages 1-12 Negotiation, the Relationship Way (Kim Cheng Patrick Low)....Pages 13-47 Preparation and Planning (Kim Cheng Patrick Low)....Pages 49-79 Process Versus Content (Kim Cheng Patrick Low)....Pages 81-111 Some Sure-Fire Negotiation Techniques and Tactics (Kim Cheng Patrick Low)....Pages 113-140 Chinese Strategies and Tactical Ways (Patrick Kim Cheng Low)....Pages 141-170 Japanese Strategies and Tactical Ways (Kim Cheng Patrick Low)....Pages 171-190 Indian Negotiation Strategies and Tactical Ways (Kim Cheng Patrick Low)....Pages 191-206 Negotiation and the Martial Arts, Mastering the Art of Effective Persuasion: The Asian Perspective (Kim Cheng Patrick Low)....Pages 207-227 Deadlock Breaking and Concession Making (Kim Cheng Patrick Low)....Pages 229-239 Negotiating with the Various Types of Negotiators (Kim Cheng Patrick Low)....Pages 241-278 How to Persuade Others to Your Side? (Kim Cheng Patrick Low)....Pages 279-322 How to Argue Well? (Kim Cheng Patrick Low)....Pages 323-356 The Ps: The Pathways to Negotiation Successes (Kim Cheng Patrick Low)....Pages 357-394 Epilogue (Kim Cheng Patrick Low)....Pages 395-400 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.