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Successfully Negotiating in Asia

  • Patrick Kim Cheng Low

Table of contents

  1. Front Matter
    Pages i-xviii
  2. Prof. Patrick Kim Cheng Low
    Pages 1-10
  3. Prof. Patrick Kim Cheng Low
    Pages 11-38
  4. Prof. Patrick Kim Cheng Low
    Pages 39-65
  5. Prof. Patrick Kim Cheng Low
    Pages 67-77
  6. Prof. Patrick Kim Cheng Low
    Pages 79-94
  7. Prof. Patrick Kim Cheng Low
    Pages 95-119
  8. Prof. Patrick Kim Cheng Low
    Pages 121-132
  9. Prof. Patrick Kim Cheng Low
    Pages 133-145
  10. Prof. Patrick Kim Cheng Low
    Pages 163-171
  11. Prof. Patrick Kim Cheng Low
    Pages 173-177
  12. Back Matter
    Pages 179-183

About this book

Introduction

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.

Keywords

China International business Negotiation skills Outsourcing Trade business planning strategy

Authors and affiliations

  • Patrick Kim Cheng Low
    • 1
  1. 1.Faculty of Business, Economics &Universiti Brunei DarussalamGadongBrunei Darussalam

Bibliographic information

  • DOI https://doi.org/10.1007/978-3-642-04676-6
  • Copyright Information Springer-Verlag Berlin Heidelberg 2010
  • Publisher Name Springer, Berlin, Heidelberg
  • eBook Packages Business and Economics
  • Print ISBN 978-3-642-04675-9
  • Online ISBN 978-3-642-04676-6
  • Buy this book on publisher's site