Successfully Negotiating in Asia

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What Is Negotiation?

  • Prof. Patrick Kim Cheng LowAffiliated withFaculty of Business, Economics & Policy Studies, Universiti Brunei DarussalamUniversity of South Australia Email author 

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Negotiation is an everyday occurrence. I am always negotiating and so are you. “You have been negotiating ever since you were old enough to disagree with your parents about whether or not you should eat your cabbage. We all negotiate every day, with our workmates, partners, children, friends and acquaintances. Most of the time we might not even be aware that we are doing it because it is such an everyday event” (Hodgson 1994, p. 1).