Successfully negotiating in Asia : 36 success pathways to arguing well and dealing with various negotiator types

著者

    • Low, Patrick Kim Cheng

書誌事項

Successfully negotiating in Asia : 36 success pathways to arguing well and dealing with various negotiator types

Kim Cheng Patrick Low

（Management for professionals）

Springer, c2020

2nd ed

大学図書館所蔵 件 / 全1件

この図書・雑誌をさがす

注記

Includes bibliographical references

収録内容

  • 1: What Is Negotiation?
  • 1.1 Introduction
  • 1.2 Definition of Negotiation
  • 1.2.1 Successful Negotiation
  • 1.3 Skilled Negotiators Seek to Build Common Ground
  • 1.3.1 Knowing Yourself
  • 1.3.2 Knowing your Business Well
  • 1.3.3 Knowing Asia Well
  • 1.3.4 Knowing the OP's Needs
  • 1.4 Overwinning Is Bad!
  • 1.4.1 Even If We Win
  • 1.4.2 Making Sure that the OP Does Not Lose Face
  • 1.4.3 Setting a Pleasant and Cooperative Atmosphere
  • 1.5 Checkpoint
  • References
  • 2: Negotiation, the Relationship Way
  • 2.1 Introduction
  • 2.2 Prenegotiation Stage
  • 2.2.1 Essential Prenegotiation Country Study
  • 2.2.2 Prenegotiation Checklist
  • 2.3 Postnegotiation Stage
  • 2.3.1 More Lessons for Business Negotiations Based on Our Relationships with Our Spouse
  • 2.3.2 Building Bridges
  • 2.3.3 Humanising the Communication
  • 2.3.4 Knowing, Contacting and Working with the Right People
  • 2.3.5 Using the OP's Network to Influence the OP
  • 2.3.6 Managing Your Body Language To Relate Well with Your OP
  • 2.3.7 Read the OP's Body Language Too!
  • 2.3.8 Showing Our Integrity and Building the OP's Trust in Us
  • 2.4 Relating and Writing Persuasively To Influence the OP
  • 2.5 Relating and the Modern World
  • 2.6 Checkpoint
  • 2.6.1 Essential Prenegotiation Country Study Checklist
  • References
  • 3: Preparation and Planning
  • 3.1 Introduction
  • 3.2 Set Your Goals
  • 3.3 Know Yourself
  • 3.4 Decide Who Is To Negotiate
  • 3.5 Prepare Your Appearance, Dress and Manners
  • 3.5.1 Plan Time/Timing for the Negotiation
  • 3.5.2 Prepare in Advance for the Negotiation Place/Environment
  • 3.5.3 Prepare a List of Questions To Ask
  • 3.5.4 Prepare for the Words To Be Used
  • 3.5.5 Decide on the Channels of Communication
  • 3.5.6 Set the Agenda
  • 3.6 Preparing for Negotiating with Someone from Another Culture
  • 3.7 Special Mention of Indonesia: Capitalising on "Flexibility"
  • 3.8 Sun Tzu, the Art of War and Negotiation
  • 3.8.1 To Be Persuasive, One Needs to Be Better Prepared
  • 3.8.2 The Effective Negotiator's Planning Essentials, Sun Tzu's Way
  • 3.9 Summary and Section Conclusion
  • 3.10 Checkpoint
  • References
  • Webpages
  • 4: Process Versus Content
  • 4.1 The Process of Negotiation
  • 4.1.1 Skilled Negotiators Ask More Questions Than Unskilled Negotiators
  • 4.1.2 Apply the Power of Questions
  • 4.1.3 How To Answer the OP's Questions
  • 4.1.4 Apply the Pause Button
  • 4.1.5 Apply Positive or Cooperative Words
  • 4.1.5.1 More on the Power of Words
  • 4.1.5.2 How You Say the Word(s) Too Counts
  • 4.1.6 Apply Listening
  • 4.1.7 Apply Pressure or Work Things Out In A More Relaxed Pace (Time)
  • 4.1.8 Be Aware and Apply of the Process of Counter-offer
  • 4.1.9 Feel Powerful!
  • 4.1.10 Apply the Psychological Process when Dealing with the OP's Objections
  • 4.1.11 Give Your OP Face... and Take Notes

内容説明・目次

内容説明

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.

目次

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.

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