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Successfully Negotiating in Asia

36 Success Pathways to Arguing Well and Dealing with Various Negotiator Types

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  • © 2020
  • Latest edition

Overview

Authors:
  1. Kim Cheng Patrick Low

    1. Graduate School of Business, University of the South Pacific, Suva, Fiji

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  • 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

Part of the book series: Management for Professionals (MANAGPROF)

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Table of contents (15 chapters)

  1. Front Matter

    Pages i-xv
    Download chapter PDF

  2. What Is Negotiation?

    • Kim Cheng Patrick Low
    Pages 1-12

  3. Negotiation, the Relationship Way

    • Kim Cheng Patrick Low
    Pages 13-47

  4. Preparation and Planning

    • Kim Cheng Patrick Low
    Pages 49-79

  5. Process Versus Content

    • Kim Cheng Patrick Low
    Pages 81-111

  6. Some Sure-Fire Negotiation Techniques and Tactics

    • Kim Cheng Patrick Low
    Pages 113-140

  7. Chinese Strategies and Tactical Ways

    • Patrick Kim Cheng Low
    Pages 141-170

  8. Japanese Strategies and Tactical Ways

    • Kim Cheng Patrick Low
    Pages 171-190

  9. Indian Negotiation Strategies and Tactical Ways

    • Kim Cheng Patrick Low
    Pages 191-206

  10. Negotiation and the Martial Arts, Mastering the Art of Effective Persuasion: The Asian Perspective

    • Kim Cheng Patrick Low
    Pages 207-227

  11. Deadlock Breaking and Concession Making

    • Kim Cheng Patrick Low
    Pages 229-239

  12. Negotiating with the Various Types of Negotiators

    • Kim Cheng Patrick Low
    Pages 241-278

  13. How to Persuade Others to Your Side?

    • Kim Cheng Patrick Low
    Pages 279-322

  14. How to Argue Well?

    • Kim Cheng Patrick Low
    Pages 323-356

  15. The Ps: The Pathways to Negotiation Successes

    • Kim Cheng Patrick Low
    Pages 357-394

  16. Epilogue

    • Kim Cheng Patrick Low
    Pages 395-400
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Keywords

About this book

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.

 



Authors and Affiliations

  • Graduate School of Business, University of the South Pacific, Suva, Fiji

    Kim Cheng Patrick Low

About the author

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. 

Bibliographic Information

  • Book Title: Successfully Negotiating in Asia

  • Book Subtitle: 36 Success Pathways to Arguing Well and Dealing with Various Negotiator Types

  • Authors: Kim Cheng Patrick Low

  • Series Title: Management for Professionals

  • DOI: https://doi.org/10.1007/978-3-030-48655-6

  • Publisher: Springer Cham

  • eBook Packages: Business and Management, Business and Management (R0)

  • Copyright Information: Springer Nature Switzerland AG 2020

  • Hardcover ISBN: 978-3-030-48654-9Published: 29 September 2020

  • Softcover ISBN: 978-3-030-48657-0Published: 30 September 2021

  • eBook ISBN: 978-3-030-48655-6Published: 28 September 2020

  • Series ISSN: 2192-8096

  • Series E-ISSN: 2192-810X

  • Edition Number: 2

  • Number of Pages: XV, 400

  • Number of Illustrations: 52 b/w illustrations

  • Additional Information: Originally published by Springer-Verlag Berlin Heidelberg, Berlin, 2010

  • Topics: Emerging Markets/Globalization, Intercultural Communication, Business Strategy/Leadership

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