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

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