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Successfully Negotiating in Asia

  • Fester Einband
  • 416 Seiten
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This book offers a complete program of how to effectively communicate and negotiate with partners from various Asian regions. It d... Weiterlesen
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This book offers a complete program of how to effectively communicate and negotiate with partners from various Asian regions. It details how to negotiate the Chinese, the Indian, and the Japanese way, and it illuminates how Asians negotiate.

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.

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

A Chartered Marketer (CIM, UK) and behavioural consultant, Prof. Dr. Patrick K C Low was teaching MBA in Leadership, Managing Negotiations, Change Management and Organizational Behaviour in Universiti Brunei Darussalam and is an Associate of the University of South Australia. Professor Low is the author of several books including Springer's Leading Successfully in Asia (2013, 2018) and Successful Negotiating in Asia (1 ed. 2010). An advisory board member of the Emerald Insight's Management Decision (2007 - 2014), Prof Low was also the Section Editor of Springer's Dictionary of Corporate Social Responsibility (2015) and the Encyclopaedia of Corporate Social Responsibility (2014).He is currently a visiting faculty at the Graduate School of Business, University of the South Pacific (Suva) in Fiji.

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.- Negotiating With the Various Types of Negotiators.- How to Persuade Others to Your Side. Or the Many Ways in Which the Leader/Manager Can Influence His or Her People.- How to Argue Well.- The Ps: The Pathway to Negotiation Success.- Epilogue.


Titel: Successfully Negotiating in Asia
Untertitel: 36 Success Pathways to Arguing Well and Dealing with Various Negotiator Types
EAN: 9783030486549
ISBN: 3030486540
Format: Fester Einband
Herausgeber: Springer International Publishing
Anzahl Seiten: 416
Gewicht: 787g
Größe: H241mm x B160mm x T28mm
Jahr: 2020
Untertitel: Englisch
Auflage: 2nd ed. 2020

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